Inside Sales Representative - Finnish Speaking (Cork)

Aiven; Ireland; On-site; EUR 60,000 - 90,000; Full time

Job summary

Aiven in Ireland is seeking an Inside Sales Representative to accelerate revenue growth by acquiring new logos and expanding usage within rapid-scaling tech companies across the EMEA region.

The role focuses on high-velocity, full-cycle sales with 60–90 day cycles, leveraging MEDDPICC, Challenger and Command of the Message to drive a predictable pipeline and multi-channel outreach.

Qualifications

• Proven ability to generate and manage high-velocity pipeline using MEDDPICC.
• Experience closing multiple logo deals and building an ARR pipeline.
• Strong prospecting across calls, emails, LinkedIn, and video messaging.

Responsibilities

• Own Complete Pipeline Generation: generate pipeline via hunting for new logos and multi-channel outreach.
• Drive New Logo Acquisition: close new customers in the assigned EMEA territory.
• Execute Strategic Prospecting: develop target account lists and conduct deep account research.
• Director & VP-Level Stakeholder Engagement: build relationships with senior engineering and data leaders.
• Solution Selling & Value Articulation: articulate business value and ROI of Aiven’s platform.
• MEDDPICC Sales Process: maintain MEDDPICC documentation and forecast accurately.
• Cross-Functional Collaboration: partner with Solution Architects, Customer Success, Product and Engineering.
• Territory Planning & Market Insight: maintain 90-day territory plans and monitor signals.

Skills

MEDDPICC

Challenger Sales

Command of the Message

Pipeline generation

Multi-channel prospecting

Tools

LinkedIn Sales Navigator

ZoomInfo

Crunchbase

6sense

Job description

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 help developers, builders, and creators bring their ideas to life with speed and simplicity, by providing a cloud data platform that makes open-source databases, search, streaming, and application infrastructure easily accessible to everyone.

The Role:

As an Inside Sales Representative (ISR), you will drive predictable, repeatable revenue growth by acquiring new customers and expanding usage within rapidly scaling technology companies generating 1M-100M in annual revenue, focusing on high-velocity, high-volume transactions. This segment represents the critical scaling phase where companies are professionalizing their data infrastructure, moving from tactical solutions to strategic platforms.

This is a high-velocity, quota-carrying role focused on new logo acquisition and baseline usage expansion across a defined EMEA territory by targeting scaling technology companies across Digital Natives, AI scale ups, Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors. There are clear success metrics: 10 closed new logos annually with an average deal size of 30K ARR, while generating 1.2M in qualified pipeline per fiscal year. This is a hunter role focused on high-volume, full-cycle sales, with a primary focus on hunting for new logos in our PLG inbound engine and supplementing these with self-sourced and sourcing from scale up events.

You will engage Scale Up C-Level, Director and VP-level stakeholders across technical and business functions (VP Engineering, Director of Platform, Head of DevOps, Director of Data Engineering), positioning Aiven as the strategic open-source data platform that enables their next phase of growth. You'll leverage proven sales methodologies—MEDDPICC qualification, Challenger Sales, and Command of the Message—to manage efficient sales cycles from discovery to close, typically 60-90 days.

What You'll Do:

Own Complete Pipeline Generation:

• Generate 100% of your pipeline through hunting for new logos in our PLG inbound engine and supplementing these with self-sourced and sourcing from scale up events.
• Qualify 4-6 opportunities per month (average size of 30K ARR) using rigorous MEDDPICC framework.
• Generate 1.2M in qualified pipeline annually through disciplined territory management and multi-channel prospecting.

Drive New Logo Acquisition:

• Close 10 new customers annually at $30K average ARR in your assigned EMEA territory, focusing on high-growth technology companies across Digital Natives, AI scale ups, Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors
• Lead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing.

Execute Strategic Prospecting:

• Develop and maintain target account lists of 100-150 ideal customer profile companies.
• Conduct deep account research using LinkedIn Sales Navigator, ZoomInfo, Crunchbase, and 6sense to identify trigger events and buying signals.
• Execute 80-100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging to secure first meetings with target personas.

Director & VP-Level Stakeholder Engagement:

• Build trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organizations.
• Challenge the status quo of customers' current data infrastructure (DIY Kafka, cloud vendor lock-in, operational overhead) and inspire a vision for how Aiven's platform drives better business outcomes.

Solution Selling & Value Articulation:

• Become an expert in Aiven's platform and the open-source technologies we offer (Kafka, PostgreSQL, OpenSearch, ClickHouse and more).
• Articulate business value in terms of reduced operational overhead (40-60%), faster time-to-production (3-5x), and infrastructure cost optimization (30-50%).
• Maintain strong Command of the Message when conveying Aiven's value proposition and differentiation.

MEDDPICC Sales Process:

• Rigorously qualify all opportunities using the MEDDPICC framework to ensure high-quality pipeline.
• Maintain complete MEDDPICC documentation in Salesforce for every qualified opportunity.
• Accurately forecast with 85%+ commit accuracy and execute on quarterly sales plans.
• Manage high-velocity sales cycles of typically 60-90 days.

Cross-Functional Collaboration:

• Partner closely with Solution Architects on technical validation and proof-of-concept management for qualified opportunities.
• Work with Customer Success to ensure seamless onboarding and adoption.
• Collaborate with Product and Engineering to incorporate customer feedback and align on roadmap priorities for strategic opportunities.

Territory Planning & Market Insight:

• Develop and maintain 90-day rolling territory plans with clear account prioritization and pipeline generation goals.
• Monitor technographic signals, funding events, and technology adoption patterns to identify high-intent accounts.
• Represent Aiven at regional industry events and conferences to build network and generate pipeline.

Exceed Targets:

• Consistently meet and exceed your sales quotas and KPIs.
• Take full ownership of your territory and accounts, maintaining minimum 4:1 pipeline coverage ratio and balanced quarterly performance to deliver results.

What We're Looking For: