Account Executive (Existing Accounts)

About this role

About Aiven Aiven is the open source based data platform that builders trust to run PostgreSQL®, Apache Kafka®, ClickHouse®, OpenSearch®, Valkey™ and more in production, on any cloud. Builders ship faster. Their companies run on data that stays available, secure and under control. The role You own the commercial relationship with a book of existing Aiven customers across the UK & Ireland, worth more than $4m in ARR. Your job is to keep those customers, grow them, and turn their success into proof for the next customer.

You spot risk early, and find the next use case before the customer asks for it. You also open new doors: cold and warm outreach into accounts that look like your best customers, from first conversation through close. You lead with AI from the front. It shapes how you plan, how you engage and what you say in every customer conversation. Agents do the research, monitoring and first drafts; you decide what matters and where to push.

The outcome is growth: more ARR retained, more expanded and more pipeline created, earlier and more predictably. Why now: Aiven has ambitious growth plans, and we're on track. Every customer we serve is building AI, and AI depends on the data platform underneath it. Our open source based platform means no lock-in, so builders ship faster and our customers move with more innovation velocity. You sit at the centre of that, working with customers from Fintech and AI innovators through to Utilities whose AI ambitions depend on us.

What you will do Own the strategic partnership Grow each account in your book beyond its current baseline in usage and commitments. This is the primary mandate of the role. Build and run an account plan for every priority account, with clear goals, stakeholders, risks and expansion opportunities across the Aiven platform. Partner with Solutions Architects and Technical Account Managers on technical validation, and bring in Product Engineering, Aiven leadership and executives where a customer needs senior backing.

Retain and grow ARR Spot contraction and churn risk early, using usage and sentiment signals surfaced by agents, then act on them before the customer does. Build a protection plan for each risk with the Aiven customer team. Find cross-sell and upsell opportunities across the Aiven platform, and see them through to close. Run renewals as a plan, not an event. Know the commercial position, the decision makers and the competing options well before the renewal date.