Hybrid Bay Area AI Strategic Account Leader

Aiven; San Francisco (CA); On-site; USD 400,000 - 450,000; Full time

Benefits offered by this job

Equity

Hybrid work policy

Professional development budget

Wellbeing & EAP

Job summary

Aiven is expanding its Bay Area presence with a quota-carrying sales role targeting AI-native customers, engaging C-level and engineering leaders. You will drive new logo acquisition, expand usage, and increase commitments in a fast-moving market, leveraging Terraform-driven evaluations and a strong partner ecosystem.

You’ll work in-person across San Francisco and client sites, building a durable pipeline and co-sell with Cloud partners to accelerate trajectory in this strategic region.

Qualifications

• Proven track record closing new logos at high-growth data/cloud infrastructure firms.
• Built a territory from a standing start and scaled it.
• Technical depth to engage platform engineers and developers on data infra.
• Fluency in MEDDPICC and Challenger/Command of the Message.
• Established presence in the Bay Area AI/developer ecosystem or shows equivalent network.
• Resident in the Bay Area; in-person role split between SF office and customer sites.

Responsibilities

• Get there first by targeting a named list of Bay Area AI-native accounts and convert usage into committed contracts.
• Sell the way AI companies buy by enabling Terraform, APIs, and self-serve or Marketplace offers to drive usage-based contracts.
• Identify opportunities for competitive displacement within current and new customers.
• Co-sell with Cloud partners and navigate marketplace offers and deal registrations.
• Build and leverage a Bay Area network through Meetups, investor connections, and startup programs.
• Maintain MEDDPICC diagnostics in Salesforce and articulate quantified impact to buyers.
• Provide market feedback to product and leadership on AI-native customer needs.

Skills

New logos closed

Territory building

Technical depth

MEDDPICC

Command of the Message

Bay Area network

Tools

Salesforce

Google Cloud

Job description

Aiven is expanding its Bay Area presence with a quota-carrying sales role targeting AI-native customers, engaging C-level and engineering leaders. You will drive new logo acquisition, expand usage, and increase commitments in a fast-moving market, leveraging Terraform-driven evaluations and a strong partner ecosystem.

You’ll work in-person across San Francisco and client sites, building a durable pipeline and co-sell with Cloud partners to accelerate trajectory in this strategic region.