Inside Sales Director

<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 become the trusted Data &amp; 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. Right now, we’re looking for a Director, Inside Sales to join our team who shares our passion for forward-thinking and innovative approaches.&nbsp;</p> <h2><strong>About this Team:</strong></h2> <p>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.&nbsp;</p> <h2><strong>Who we are:</strong></h2> <p>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.</p> <h2><strong>Our Crabby Principles:</strong></h2> <p>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.&nbsp;</p> <p>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.&nbsp;</p> <h2><strong>The Role:</strong></h2> <p>We are seeking a highly motivated and experienced Director, Inside Sales to lead and scale our inside sales team focused on acquiring new customers and expanding existing accounts. This role will be instrumental in driving revenue growth across a defined territory by building, training, and mentoring a team of quota-carrying inside sales representatives. This role carries responsibility for the attainment of the entire team's quota as well as team management and leadership responsibilities.</p> <p>The successful candidate will be a data-driven leader with a proven track record of exceeding sales targets and developing high-performing teams. They will be comfortable working cross-functionally and possess a deep understanding of the inside sales process, from lead generation and qualification to closing deals. Experience selling technical solutions, preferably in the cloud, data infrastructure, or SaaS space, is highly desired. This role reports to the VP of Sales for the region</p> <h2><strong>What You’ll Do:</strong></h2> <ul> <li>Build, train, and lead a high-performing team of Inside Sales Representatives (ISRs).</li> <li>Manage the team to achieve and exceed their collective quota targets.</li> <li>Develop and implement sales strategies and processes to drive consistent pipeline generation and revenue growth.</li> <li>Use a data-driven approach to monitor team performance, analyse key metrics, and identify areas for improvement.</li> <li>Coach and mentor ISRs to develop their sales skills, product knowledge, and overall performance.</li> <li>Collaborate closely with Product Marketing and Field Marketing to develop and execute effective lead generation campaigns.</li> <li>Work cross-functionally with other departments, including Sales Operations, Product, and Customer Success, to ensure seamless customer experience.</li> <li>Manage the hiring process for new ISRs, including sourcing, interviewing, and onboarding.</li> <li>Forecast sales revenue accurately and provide regular updates to senior management.</li> <li>Manage and optimize the sales tech stack, including CRM and sales engagement platforms.</li> <li>Develop and refine sales messaging and value propositions to effectively communicate the benefits of Aiven’s solutions.</li> <li>Identify and penetrate key target accounts within the assigned territory.</li> </ul> <h2><strong>What We’re Looking for:</strong></h2> <ul> <li>7+ years of leadership experience in inside sales, preferably in a B2B SaaS environment</li> <li>Proven track record of exceeding sales targets and building high-performing teams</li> <li>Strong understanding of the inside sales process and best practices</li> <li>Excellent communication, presentation, and interpersonal skills</li> <li>Data-driven approach to sales management, with experience analysing metrics and making data-informed decisions</li> <li>Experience with CRM and sales engagement platforms. (Salesforce - CRM, Salesloft - Sales Engagement)</li> <li>Strong coaching and mentoring skills, with the ability to develop and motivate team members</li> <li>Experience in the cloud, data infrastructure, or DevOps space is highly desirable</li> <li>Ability to work independently and as part of a collaborative team</li> </ul> <p>Don’t worry if your experience doesn’t line up perfectly – we still encourage you to apply. We believe in investing in our crabs’ professional growth.</p> <h2><strong>Our Offer:</strong></h2> <p>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.</p> <h2><strong>We invest in you:</strong></h2> <ul> <li>Participate in Aiven’s equity plan.</li> <li>With Aiven locations spanning the globe, we want all of our crabs to find the right balance with our hybrid work policy.</li> <li>Get the needed equipment to set yourself up for success.</li> <li>Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more).</li> <li>Get holistic wellbeing support through our global Employee Assistance Program.</li> </ul> <h2><strong>Make a difference at Aiven:</strong></h2> <ul> <li>Contribute to open-source projects that you find meaningful outside of work - and get paid for it! Our<a href="https://aiven.io/open-source"> Plankton</a> program recognizes extra work to the open source ecosystem for developers and non-developers alike.</li> <li>Use up to 5 days per year to volunteer for a good cause of your choice.</li> <li>Join one of our team member resource groups - empower yourself and others in missions that resonate with you.</li> </ul> <h2><strong>What else:</strong></h2> <ul> <li>Need insurance: We’ve got you covered - benefit from our: Comprehensive health insurance options including dental and vision benefits and Life and AD&amp;D insurance</li> <li>Your wellbeing matters: we provide you with a health savings account with Aiven contributions, as well as short and long term disability plans that protect you if you’re unable to work</li> <li>Looking after your future: you’re covered by 401(k) and roth 401(k) retirement plans</li> </ul> <h2><strong>Amazing! What’s next:</strong></h2> <p>Once you apply, 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 five stages in the interview process:</p> <ol> <li>30-45-minute call with one of our Talent Partners&nbsp;</li> <li>45-60-minute Domain Leadership Interview with the hiring manager&nbsp;</li> <li>45-60-minute People/Dept Leadership Interview&nbsp;</li> <li>60-minute Presentation/Panel inter