Enterprise Account Executive – Public Sector

This is a fully remote position, open to applicants in District of Columbia, +3 more states.

📋 Description

• Drive Federal expansion: Create and implement a Federal go-to-market strategy aimed at key DoD, IC, and Civilian agencies to generate new revenue and foster sustainable account growth.

• Own the complete sales cycle: Oversee all phases of the sales process — from identifying opportunities and outreach to capture, negotiation, and closure — while consistently achieving or surpassing Federal revenue objectives.

• Engage with ecosystem partners: Collaborate closely with systems integrators, resellers, and contract vehicle partners to expedite deal velocity and ensure adherence to Federal acquisition protocols.

• Build trusted relationships: Develop and sustain robust executive and program-level relationships with mission owners, technical leads, and contracting officers across accounts.

• Collaborate internally: Work alongside Product, Federal Solutions Engineering, Customer Success, Marketing, and Legal to provide seamless customer experiences and ensure alignment with mission requirements.

• Strategic account planning: Investigate target agencies, identify mission priorities and funding sources, and create detailed capture strategies that position Kong as a modernization partner.

• Pipeline management: Uphold disciplined pipeline development and forecasting in Salesforce, delivering accurate visibility to leadership.

• Stay informed on policy and technology: Monitor Federal IT initiatives to align Kong’s value proposition with agency priorities.

• Represent Kong Federal: Serve as a brand ambassador at industry and government events to enhance awareness and cultivate new relationships.

⛳️ Requirements

• 7+ years of enterprise sales experience within the U.S. Federal market (DoD, IC, or Civilian), demonstrating a history of exceeding targets and closing complex, multi-stakeholder software or cloud deals.

• Expertise in Federal acquisition and procurement processes, including experience with IDIQs, GWACs, OTAs, and partner-led contract vehicles.

• Strong consultative sales abilities, with a talent for understanding mission challenges and aligning Kong’s solutions to deliver measurable results.

• Experience engaging with senior executives, including CIOs, CTOs, and Program Managers, with a capacity to navigate complex stakeholder environments.

• Excellent communication and negotiation skills, adept at managing high-value opportunities and building long-term customer trust.

• Familiarity with CRM tools (Salesforce preferred) for pipeline development and forecasting.

• Knowledge of open source, API, infrastructure, or cybersecurity technologies is highly beneficial.

• Self-motivated with a Federal growth mindset, capable of operating independently while collaborating across teams to drive success.

🏝️ Benefits

• UNCAPPED COMMISSIONS

• MASSIVE UPSIDE

• Competitive benefits

• Equity in a company with substantial growth potential