Enterprise Account Executive – Growth

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

📋 Description

• Transform open-source initiatives and developer engagement into strategic, multi-year enterprise commitments for Kong Konnect, AI Gateway, and Service Mesh.

• Manage intricate, multi-threaded enterprise sales processes with ACV ranging from $100K to over $1M, targeting CTOs, VPs of Platform/Architecture, and CISOs.

• Take ownership of the entire sales process from initial outreach through to negotiation and closure.

• Generate a robust pipeline and oversee the designated territory.

• Conduct in-depth discovery sessions with engineers and architects while also engaging top-down with executive economic stakeholders.

• Research accounts and industry trends prior to outreach efforts.

• Maintain Salesforce or a comparable CRM for accurate forecasting.

• Customize demonstrations to align with customer challenges and desired business outcomes.

• Foster enduring customer relationships beyond the contract signing stage.

• Provide valuable customer insights to product and marketing teams.

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

• Collaborate effectively with Solutions Engineers, SDRs, Customer Success teams, and the developer community.

⛳️ Requirements

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

• Proven track record of consistently exceeding quotas.

• Direct experience in modern B2B SaaS or infrastructure sectors.

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

• Ability to engage effectively with both technical advocates and executive economic buyers.

• Familiarity with MEDDPICC or Command of the Message methodologies.

• Skills in pipeline generation, precise forecasting, and deal execution.

• Expertise in consultative selling and aligning business outcomes.

• Negotiation experience in high-stakes discussions.

• Proficiency in account planning and CRM practices.

• Experience using Salesforce or similar CRM platforms.

• Capacity to excel in a fast-paced, early-stage environment while taking charge of a territory.

🏝️ Benefits

• Highly competitive base salary with a variable compensation structure.

• Uncapped earning potential.

• Performance accelerators.

• Equity options.

• Comprehensive health insurance.

• Dental insurance coverage.

• Vision insurance plans.

• Paid holidays.

• Paid time off (PTO).

• Opportunities and resources for professional development.