AI Account Executive, EMEA (Hybrid) – Equity

Aiven; Greater London; Hybrid; GBP 90,000 - 140,000; Full time

Job summary

Aiven is seeking an AI Account Executive to win new customers for AI products across EMEA, starting with AI-native startups and regulated industries. The role is quota-carrying, involves closing deals and building a scalable AI sales playbook, with support from a dedicated Solutions Architect and Forward Deployed Engineer.

Based in London with hybrid working. You will collaborate with Field and Inside Sales to identify opportunities, build pipeline, and close both subscriptions and PAYG deals,

Qualifications

• 10+ years in B2B technology sales.
• 5+ years quota-carrying new business in cloud, AI, data or developer platforms.
• Track record of selling a new product from zero at an early-stage company or founder-led motion.
• Experience writing sales playbooks, positioning or value narratives that other sellers adopted.
• Fluency in AI infrastructure: models, inference, gateways, agents and MCP.

Responsibilities

• Find, qualify and close new customers for Nevia, AI Gateway, Inference and Managed Agents across EMEA.
• Position Aiven as the European choice for organisations that need data and AI workloads under European control; handle GDPR, EU AI Act, NIS2 and DORA questions.
• Build a list of lighthouse prospects and move them through proofs of concept to paying customers.
• Partner with Field and Inside Sales on AI opportunities in their accounts.
• Close both committed contracts and pay-as-you-go deals, and grow usage into larger accounts.
• Generate your own pipeline from product, funding and hiring signals, alongside leads from our signal engine.
• Use AI tools and agents in your own workflow so focus is on conversations and closing.
• Write the playbook for how Aiven sells AI: ICP, discovery, positioning, pricing narratives and proof points.

Skills

B2B sales

Quota carrying

AI infrastructure

Deal closing

GTM strategy

Job description

Aiven is seeking an AI Account Executive to win new customers for AI products across EMEA, starting with AI-native startups and regulated industries. The role is quota-carrying, involves closing deals and building a scalable AI sales playbook, with support from a dedicated Solutions Architect and Forward Deployed Engineer.

Based in London with hybrid working. You will collaborate with Field and Inside Sales to identify opportunities, build pipeline, and close both subscriptions and PAYG deals,