Account Executive (Existing Accounts)

Overview

In this role you own and grow a strategic book of Aiven customers in the UK & Ireland, targeting over $4m ARR. You drive retention, expansion, and cross-sell while turning customer success into proof for future opportunities. You’ll work with cross-functional teams and executives to validate use cases, mitigate churn, and close new logo opportunities. The role centers on AI-enabled customer engagement, ARR growth, and representing Aiven at industry events.

Pay / Benefits

• hybrid working
• London-based with right to work
• travel to customers as needed
• inclusive equal opportunity policy
• reasonable accommodations for disabilities
• adjustments available

Responsibilities

• Own the strategic partnership for priority accounts and drive ARR growth beyond baseline
• Create and execute formal account plans with goals, stakeholders, risks, and expansion opportunities
• Collaborate with Solutions Architects, Technical Account Managers, Product Engineering, and leadership for technical validation and support
• Identify and mitigate churn risk early and implement protection plans for each account
• Uncover cross-sell and upsell opportunities across the Aiven platform and close them
• Run renewals strategically with knowledge of commercial position and decision makers; manage through MEDDPICC
• Build relationships at engineering, product, executive, and budget-holder levels
• Leverage customer relationships to create case studies, webinars, and references aligned to prospects
• Open new logo opportunities in the UKI through cold and warm outreach
• Operate the AI-native workflow: assign tasks to agents, monitor research, and keep Salesforce forecasts accurate
• Share successful practices with the team and treat work style as a product

Key requirements

• 5+ years of enterprise B2B software account ownership
• Proven track record of retaining and growing ARR, managing renewals and churn risk and negotiating contracts
• Experience selling to both technical users and executive buyers
• Structured account planning and multi-threaded engagement
• Fluent written and spoken English
• Daily hands-on use of AI tools in sales workflow with demonstrable impact
• High agency with a history of end-to-end account ownership and problem-solving without a blueprint

• relationship-building at all levels
• clear and persuasive communication
• proactive and autonomous decision-making
• AI tools in sales workflow
• MEDDPICC methodology
• Salesforce

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