Sales Director at Aiven36

We’re a global team of over 400 people, working together to push the boundaries of open-source technology and multi-cloud solutions. Our vision is to become the trusted Data & AI Platform for everyone, leveraging the most popular open-source technologies like Apache Kafka®, Aiven for PostgreSQL®, Aiven for Clickhouse®, and Aiven for OpenSearch®. to help companies accelerate time-to-market, drive efficiency, and build innovative solutions across any cloud. About this Team: Our Customer Growth 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 sales, pre-sales, and post-sales teams we are growing fast. 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 Crabby Principles: Aiveners use the V2MOM framework to set and align on business goals. In order to achieve those business goals we live by our ‘Crabby Principles’ which unite us in our ways of working, globally. These principles are embedded in our business processes and support us in collaborating and role modelling positive and productive behaviours in our daily work, something you will have the opportunity to demonstrate throughout your interview journey with us. The Role: Our Sales Director, Americas, 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 VP Sales, Americas, 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 means of increasing sales productivity. • Be the company’s link to major customers, alliance 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: • 10+ years of enterprise-class software sales experience; selling complex solutions to the top 15% of revenue-contributing customers • Proven, frontline sales leadership experience and success in having built a successful and enduring sales team, with 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 of our crabs to find the right balance with our hybrid work policy. • Get the equipment you need 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: • Your wellbeing matters: we’ve got your wellbeing covered with private medical & dental health insurance, as well as a childbirth cash benefit. • Need insurance? We’ve got you covered - benefit from our: Employer's liability insurance, Personal Accident, Illness & Travel Insurance, Group Life Assurance, Office Insurance, Group Income Protection and Business & Leisure Travel Accident Insurance. • Looking after your future: benefit from our provided Pension Plan. Amazing! What’s next: Once applying you should hear from our Talent Experience team within 5 days regarding the status of your application. If you are selected to move forward you can generally expect 4 stages with us • 60-minute call with one of our Talent Partners • 60-minute Domain Leadership Interview with the hiring manager • 60-minute People/Dept Leadership Interview • 60-minute Strategy/Case Study Panel Interview • 60-minute Crabby Principles Interview How to Recognise and Avoid Employment Scams: There has been a rise in fake job postings used by scammers to get personal information. Please familiarise 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 [Upgrade to PRO to see contact]. 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 [Upgrade to PRO to see contact].