Sales Director, East

Boston, MA, United States

Open source is our beating heart and it's something that fuels our work and our culture. It's where we began. It's where we'll always be. Our vision is to become the trusted open-source data platform for everyone. We are a Cast of over 400 individuals ('Crabs') located across the globe. Why Crabs? Because we believe in thinking sideways.

Our Sales team plays a crucial role in our growth and profitability. We want to be the trusted data source data platform for everyone - which, let's face it, is an ambitious target. But thanks to our dedicated commercial OR GTM teams we are growing fast.

Our sales team works directly with customers as well as with channel partners. We look for courageous people ready to revolutionize the way businesses operate and are not afraid to challenge our customers' current ways of working. Showcasing the transformative power of Aiven's open-source managed data services is essential.

To join our Cast, you will need to be goal-oriented, with excellent negotiation skills and broader communication abilities. Plus, you will need to be adept (like a true Crab) at venturing into all the hidden crevices and corners that could lead to more sales.

Who we are:

So, how do we become the trusted open-source data platform for everyone? By listening closely to our customers and taking action to ensure they achieve their business goals. You see, the software we create is merely a means of delivering value. Our thinking is customer-first. That's why our customers are at the front and center of all we do. And in the spirit of sideways thinking, we're by their side as well. Actively helping them solve their challenges. Collaborating. Sharing. And innovating. In other words, it really isn't just about who we are. It's about who our customers are - and where they want to be.

Our values:

We want individuals who can embody our values of ownership, courage, and openness.

What does that mean in practice?

We take ownership of the problems we solve. What we do is about improving life for our customers, enabling them to meet their goals. So, we own our decisions and mistakes. Sometimes that takes courage. But we don't falter - we take on challenges with confidence. And right at our heart is openness. We're always open to new ideas - from wherever and whoever they come.

The role:

Our Sales Director, East, will lead teams of Account Executives who are responsible for selling Aiven's PaaS to senior-level executives and key IT decision makers. This requires the ability to think strategically about the business and to hire, coach, and mentor sales professionals to the highest levels of excellence and operational expertise to build and scale the revenue engine.

This role will be responsible for challenging customers' current way of working, demonstrating how Aiven's open-source managed data services effectively and efficiently allow software development teams to drastically improve time-to-market, while keeping costs in line with budget expectations.

The successful candidate must develop a sound understanding of the Aiven solution, market, and political landscape, as well as the partner ecosystem in their region.

What you'll do:

Collaborate extensively with the RVP Sales to determine and agree on a coherent go-to-market plan based on an Outcome-Based Sales Methodology.

Quickly understand the value offered by Aiven's platform to potential customers.

Accelerate growth and profitability through highly disciplined sales programs.

Aggressively build and grow the proportion of revenues derived from new sales.

Expand revenue from existing customers by effectively serving those customers through a thoughtful account management strategy.

Build, educate and retain a world-class sales organization by instilling a culture of learning and professional development across the team.

Set and track specific sales metrics for individual team members and the different sales teams.

Drive automation of the sales process as a means of increasing sales productivity.

Be the company's link to major customers, alliance and OEM partners and other stakeholders.

Understand the different needs of various markets in the eastern region.

Take direct and hands-on responsibility for the delivery of revenue and profit targets.

What we're looking for:

Don't worry if your experience doesn't line up perfectly - we still encourage you to apply! We believe in investing in our crabs' professional growth.

10+ years of enterprise-class software sales experience; selling complex solutions to the top 15% of revenue-contributing customers.

4+ years of proven leadership experience and success in having built a successful and enduring sales team, with a track record of coaching and developing direct reports.

Ability to craft a strategic vision and manage a wide range of issues, while driving practical decisions

Work at speed and engender pace in others.

Passion for gross margin and business profitability as they are about revenue growth.

Ability to manage controversial situations, customer negotiations, and/or influence executives.

Positive and proactive style

Metrics- and results-driven

Bright, dynamic, with superior verbal and written communication skills

High level of personal and professional integrity

Our offer:

If you ask us what's the best thing about working for Aiven, many will probably say it's the high concentration of talent from around the world that we have here. Enjoy the agile environment of a hyperscale scale-up where you can truly make an impact and have fun while at it.

We invest in you:

Participate in Aiven's equity plan.

With Aiven locations spanning the globe, we want all our crabs to find the right balance with our hybrid work policy.

Get the needed equipment to set yourself up for success.

Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more)

Get holistic wellbeing support through our global Employee Assistance Program

Make a difference at Aiven:

Contribute to open-source projects that you find meaningful outside of work - and get paid for it! Our Plankton program recognizes extra work to the open-source ecosystem for developers and non-developers alike.

Use up to 5 days per year to volunteer for a good cause of your choice.

Join one of our team member resource groups - empower yourself and others in missions that resonate with you.

What else:

Need insurance: We've got you covered - benefit from our: Comprehensive health insurance options including dental and vision benefits and Life and AD&D insurance.

Your wellbeing matters: we provide you with a health savings account with Aiven contributions, as well as short- and long-term disability plans that protect you if you're unable to work.

Looking after your future: you're covered by 401(k) and roth 401(k) retirement plans.

Amazing, what's next:

If you think Aiven is the place for you, send us your CV and we'll get in touch.

Visa sponsorship:

Aiven can sponsor visas for this position. However, possible recruitment and employment is subject to having and maintaining an adequate authorization to work.

E-verify:

Aiven participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. More information about our participation in e-verify can be found here.

How to recognise and avoid employment scams:

There has been a rise in fake job postings used by scammers to get personal information. Please familiarize yourself with the red flags of a potential scam.

Here at Aiven, all of our emails relating to recruitment come from an @aiven.io, @greenhouse.io or @eu.greenhouse.io domain and all of our interviews are conducted over video call or in person, our interviews will never occur over text or chat. If you're unsure of the legitimacy of a job opportunity/offer pertaining to Aiven, please don't hesitate to reach out to us at [email protected].

Equal opportunities:

Aiven provides equal employment opportunities to all qualified employees and applicants for employment without regard to age, gender identity, national or ethnic origin, religion, sexual orientation, physical and mental ability, marital and family status or without regard to any other similar personal attributes. Aiven complies with applicable local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, transfer, leaves of absence, compensation, training and any other terms and conditions related to employment.

At Aiven, we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures. We make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace. We are committed to continuously improving workplace accessibility. There is an option to request a discussion in the application process but if you have any questions before applying please write to us at [email protected].

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