Drive new-logo acquisition and strategic account growth among Bay Area AI-native companies. Build a territory from the ground up, engage technical and executive stakeholders, sell usage-based data infrastructure, convert usage into committed contracts, and manage complex sales cycles using MEDDPICC and Challenger methodologies. Partner with cloud providers, solution architects, marketing, and startup ecosystems while maintaining accurate forecasts and providing market feedback.

Develop and execute go-to-market strategy for AI products: define positioning and messaging, conduct market and competitive analysis, enable sales, coordinate launches, gather customer insights, and measure product performance.

Lead pre-sales and post-sales technical engagements to help customers adopt Aiven's managed open-source services. Conduct proofs-of-concept, ensure customer stability and enablement, support sales processes, create technical content (blogs, webinars, talks), and travel up to 20% to build and maintain customer relationships.