Enterprise Account Executive – Growth

This is a fully remote position, open to applicants in California.

📋 Description

• Transform open-source and developer adoption into strategic, long-term enterprise platform commitments.

• Manage intricate, multi-threaded enterprise sales cycles with ACVs ranging from $100K to over $1M.

• Engage with CTOs, VPs of Platform/Architecture, and CISO stakeholders.

• Promote Kong Konnect, AI Gateway, and Service Mesh solutions.

• Oversee the entire sales cycle from initial outreach to negotiation and closure.

• Take ownership of territory, pipeline, and deals.

• Conduct in-depth discovery with technical champions as well as executive buyers.

• Generate a robust pipeline, provide accurate forecasts, and execute deals effectively.

• Research accounts and industry trends prior to outreach.

• Maintain up-to-date records in Salesforce or a similar CRM.

• Customize demonstrations to address customer challenges and desired business outcomes.

• Represent Kong at industry events, conferences, and customer meetings.

• Relay customer feedback to product and marketing teams.

⛳️ Requirements

• A minimum of 5 years of full-cycle closing experience with mid-market and enterprise clients (over 1,000 employees).

• Proven track record of consistently exceeding quotas.

• Direct experience within modern B2B SaaS or infrastructure sectors.

• Ideally experienced in commercial open source (COSS), developer platforms, cloud/networking, APIs, Kubernetes, or observability.

• Ability to collaborate with both technical champions and executive economic buyers.

• Disciplined approach utilizing MEDDPICC or Command of the Message methodologies.

• Skilled in pipeline generation, accurate forecasting, and deal execution.

• Possess consultative selling skills.

• Experience negotiating in high-stakes conversations.

• Proficient in account planning and CRM best practices.

• Familiarity with Salesforce or similar CRM systems.

• Ability to excel in a fast-paced, early-stage environment.

• Legally authorized to work in the country where the position will be performed.

🏝️ Benefits

• Unlimited earning potential.

• Accelerators available.

• Equity options.

• Comprehensive health insurance.

• Dental insurance coverage.

• Vision insurance options.

• Paid holidays.

• Paid time off (PTO).

• Opportunities and tools for professional development.

• Support from Solutions Engineers, dedicated SDRs, Customer Success, and an active developer community.