Inside Sales Representative - Cork, Ireland

<p>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.</p> <h3><strong>The Role:</strong></h3> <p>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.</p> <p>This is a high-velocity, quota-carrying role focused on new logo acquisition and baseline usage expansion across a defined EMEA territory, including the Nordics, 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.</p> <p>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.<strong><br></strong><strong><br></strong><strong>What You'll Do:</strong></p> <p><strong>Own Complete Pipeline Generation:</strong></p> <ul> <li>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.</li> <li>Qualify 4-6 opportunities per month (average size of 30K ARR) using rigorous MEDDPICC framework.</li> <li>Generate 1.2M in qualified pipeline annually through disciplined territory management and multi-channel prospecting.</li> </ul> <p><strong>Drive New Logo Acquisition: </strong></p> <ul> <li>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</li> <li>Lead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing.</li> </ul> <p><strong>Execute Strategic Prospecting: </strong></p> <ul> <li>Develop and maintain target account lists of 100-150 ideal customer profile companies.</li> <li>Conduct deep account research using LinkedIn Sales Navigator, ZoomInfo, Crunchbase, and 6sense to identify trigger events and buying signals. </li> <li>Execute 80-100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging to secure first meetings with target personas.</li> </ul> <p><strong>Director & VP-Level Stakeholder Engagement: </strong></p> <ul> <li>Build truste