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 & 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 to join our team who shares our passion for forward-thinking and innovative approaches.
About this team
Aiven's Revenue Operations org acts as a central hub, aligning marketing, sales and customer growth to optimize the entire customer journey. By providing data-driven insights and implementing efficient processes, we aim to drive predictable revenue growth, customer expansion, improve efficiency and enhance customer experience.
Who we are
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.
Our Crabby Principles
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.
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.
The Role:
We are seeking a highly motivated and experienced Deal Desk Manager to join our Revenue Operations team. As an individual contributor in this critical role, you will leverage your expertise to lead and optimize deal structuring, quoting, and pricing processes, ensuring accuracy, efficiency, and profitability. This is an excellent opportunity to make a significant impact on Aiven's growth within the dynamic landscape of the SaaS industry and hyperscaler partnerships.
What You'll Do:
- Lead deal structuring and quoting: Take ownership of complex deal structuring and quoting processes, providing expert guidance and support to sales teams to ensure compliance with pricing policies and optimal deal construction.
- Advanced pricing analysis and modeling: Proactively analyze deal economics, utilizing and adapting pricing calculators and templates to assess deal margins and overall profitability. Provide strategic recommendations to optimize deal structures and maximize value for Aiven.
- Hyperscaler collaboration: Expertly navigate and manage deals involving various hyperscaler marketplaces (e.g., AWS Marketplace, Azure Marketplace, GCP Marketplace). Secure and manage private offers or channel private offers, ensuring accurate offer details and coordinating with internal teams and customers to ensure timely acceptance.
- Deal Hub optimization: Contribute to the configuration, enhancement, and optimization of our CPQ tool (DealHub) to improve efficiency, accuracy, and automation in the quoting process.
- Data integrity and analysis: Maintain and analyze deal data in our CRM system, ensuring data integrity and providing insightful reports to management on key deal metrics and trends.
- Process improvement and automation: Identify opportunities to streamline and automate deal desk processes, reduce manual work, and enhance efficiency across the sales organization.
- Cross-functional collaboration: Serve as a subject matter expert and trusted advisor to sales, finance, legal, and product teams, ensuring alignment on contractual terms and resolving complex deal-related inquiries.
- Sales operations support: Proactively contribute to sales operations initiatives, including sales forecasting, reporting, and analysis of sales performance metrics.
- Mentorship and guidance: Share your expertise and provide guidance to other team members on deal desk best practices and processes.
- Strategic projects: Lead or participate in strategic projects related to pricing, deal desk operations, and revenue optimization.
What We're Looking For:
- Bachelor's degree in business, finance, economics, or a related field.
- 7+ years of experience in a deal desk or sales operations role within the SaaS industry, with demonstrated expertise in complex deal structuring and pricing.
- Deep understanding of quote-to-cash processes and systems (e.g., CPQ or CLM).
- Advanced experience with pricing analysis, modeling, and deal profitability assessment.
- Proven ability to navigate hyperscaler platforms and partner programs (AWS, Azure, GCP).
- Strong analytical, problem-solving, and critical thinking skills.
- Excellent communication, interpersonal, and presentation skills.
- Proficiency in Microsoft Excel and other productivity tools.
Bonus Points
- Experience with usage-based pricing models.
- Knowledge of open-source technologies.
- Familiarity with Dealhub CPQ
- Familiarity with Aiven's products and services.
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.
Our Offer
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.
We invest in you
- Participate in Aiven’s equity plan.
- With Aiven locations spanning the globe, we want all of our crabs to find the right balance with our hybrid work policy.
- Get the equipment you need to set yourself up for success.
- Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more).
- Get holistic wellbeing support through our global Employee Assistance Program.
Make a difference at Aiven
- Contribute to open source projects that you find meaningful outside of work - and get paid for it! Our Plankton program recognizes extra work to the open source ecosystem for developers and non-developers alike.
- Use up to 5 days per year to volunteer for a good cause of your choice.
- Join one of our team member resource groups - empower yourself and others in missions that resonate with you.
What else?
- Your wellbeing matters: we’ve got your wellbeing covered with private medical & dental health insurance, as well as a childbirth cash benefit.
- Need insurance? We’ve got you covered - benefit from our: Employer's liability insurance, Personal Accident, Illness & Travel Insurance, Group Life Assurance, Office Insurance, Group Income Protection and Business & Leisure Travel Accident Insurance.
- Looking after your future: benefit from our provided Pension Plan.
Amazing! What’s next?
Once applying 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 4 stages with us
- 30-45 minute call with one of our Talent Partners
- 45 minute Depth of Expertise Interview with the hiring manager
- Skills interview and or presentation for 1 hour with the wider team
- Company values interview for 1 hour
How to Recognise and Avoid Employment Scams
There has been a rise in fake job postings used by scammers to get personal information. Please familiarise yourself with the red flags of a potential scam.
Here at Aiven, all of our emails relating to recruitment come from an @aiven.io, @greenhouse.io or @eu.greenhouse.io domain and all of our interviews are conducted over video call or in person, our interviews will never occur over text or chat. If you’re unsure of the legitimacy of a job opportunity/offer pertaining to Aiven, please don’t hesitate to reach out to us at recruitment@aiven.io.
Equal Opportunities
Aiven provides equal employment opportunities to all qualified employees and applicants for employment without regard to age, gender identity, national or ethnic origin, religion, sexual orientation, physical and mental ability, marital and family status or without regard to any other similar personal attributes. Aiven complies with applicable local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, transfer, leaves of absence, compensation, training and any other terms and conditions related to employment.
At Aiven we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures. We make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace. We are committed to continuously improving workplace accessibility. There is an option to request a discussion in the application process but if you have any questions before applying please write to us at recruitment@aiven.io.
