Account Manager (Expansion)

Kernel; London; On-site; GBP 55,000 - 70,000; Full time

Job summary

A leading company in the revenue research space is looking for an Account Manager to manage and expand their customer base. This role involves navigating complex sales processes, collaborating with diverse teams, and contributing to significant revenue growth efforts. With competitive compensation and the opportunity to work closely with the founding team, this position is ideal for an entrepreneurial and driven individual.

Benefits

Holidays: 24 days plus bank holidays

Free dinner when working past 6 pm

Ability to work abroad for 2 weeks a year

Equity options available

Qualifications

• 3-7 years of sales experience.
• At least 1 year closing deals over $100k.
• Track record of over-achievement in sales.

Responsibilities

• Manage complex sales cycles from low-five to six-figure deals.
• Collaborate on GTM strategy and create sales processes.
• Work closely with product, engineering, and customer success teams.

Skills

Consultative Selling

Negotiation Skills

Interpersonal Skills

Communication

Tools

Salesforce

Job description

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About Kernel:

Kernel enables revenue teams to research companies as if they had unlimited time.

We're growing extremely fast and working with many of the best revenue teams in the world like Remote.com, Navan, Zip, GoCardless, Cognism, and many more.

Previously, revenue teams relied on manual research to understand if a company had the problem they solved: Do job descriptions indicate the presence of manual alternatives to what you automate? Who do they sell to? Is non-public financial data estimated at the right size? And what does this data tell me about their corporate card spend? Their travel expenses?

Our customers use Kernel to find the above for every relevant company in the world, allowing them to get complete overviews of ideal customers and pursue the right companies.

We're a team of second-time founders and have raised $5mm+ (more announcements coming soon...) from top VCs and revenue leaders at Open AI, Slack, Snowflake, and MongoDB.

The Role:

• We are looking for our first Account Manager.
• We have grown fast, and have not dedicated resources to expansion opportunities among our existing customers. However, there are many identified opportunities, and we need someone to convert them.
• Our targets call for millions of additional ARR this year. We've already shown we can achieve a portion of that with one seller, a significant percentage of the remainder will come from you.

Important to Know:

• Hours - This will be an exciting but intense job. Kernel is growing extremely fast and hours can often be long. Many of our customers are on the West Coast, and meetings can be held late in the evening.
• Working location - Minimum 4 days a week in the London office (Borough) (most people do 5).

Responsibilities:

• You'll manage complex sales cycles with some of the best mid-market and enterprise businesses out there (~200-8,000 employees), from low-five through to six-figure deals.
• Most opportunities will be sourced for you by the Customer Success team, however sourcing additional pipeline is expected.
• You'll collaborate with the wider team on GTM strategy as we expand our ICP & experiment in other verticals.
• You'll help to create our sales processes as you build them.
• You'll become the best person in the company at explaining & pitching the product.
• You'll work closely with product, engineering, and customer success, bringing in insights from across the company and performing an essential part of our product feedback loop.

Your Traits:

• Entrepreneurial: creative, resourceful, generalist.
• All-in: hard-working, excited to stretch yourself, willing to take out the trash.
• Clear thinker, good writer: you can crisply articulate your ideas, goals, and plans and help our customers make sense of hairy consulting-like problems.

Essential Qualifications:

• 3-7 years of experience.
• At least 1 year consistently closing deals worth $100k+/year in a multi-stakeholder sales process, consistently hitting six- to seven-figure targets. Some of the deals should have come from existing customers.
• Ability to execute on a consultative, solutions-oriented, value-based selling methodology.
• Track record of consistent over-achievement in past sales roles.
• Ability to discuss technical concepts with prospective customers and translate requirements into a demonstrable product.
• Comfort negotiating and navigating contracts, security and legal discussions without support.
• Strong verbal, written, and interpersonal skills.

Nice-To-Have:

• Startup/scale-up experience is a plus.
• Experience selling to Revenue Operations, GTM and/or Sales teams.
• Familiarity with Salesforce.

What we offer:

• Working directly with the founding team.
• Dinner: Free when working past 6 pm.
• Holidays: 24 days plus bank holidays.
• £100-150k OTE: Base £55,000-£70,000 + uncapped commission + meaningful equity
• Equity: Option grant on employee-friendly terms.
• Ability to work abroad for 2-weeks a year

Bots need not apply. If you're a human, include the number of high-value accounts that were added to Remote's CRM from using Kernel (in the Remote case study on our website) in your application.