Mid-Market Account Executive

Kernel; Greater London; On-site; GBP 110,000 - 140,000; Full time

Benefits offered by this job

Salary: £110k-£140k OTE + equity

24 days holiday per year + holidays

£450 Monthly Office Dinner Allowance

2 weeks work-from-anywhere

Pension plan

Top-spec equipment

Team events and dinners

Work directly with founders

High-autonomy environment

Job summary

Kernel is seeking a Mid-Market Account Executive to sell into global mid-market businesses with distributed teams and multi-stakeholder buying centers. You will drive high six-figure opportunities and aim to close seven-figure deals in complex, multi-stakeholder cycles.

This London-based role requires 4 days per week in the office, with international travel to prospects. You will partner with SDRs, Growth, product, engineering and customer success to scale Kernel’s sales motion and contribute to

Qualifications

• 2-5 years of sales experience in B2B.
• At least 1 year consistently closing deals worth $50k+/year in a multi-stakeholder sales process.
• Experience with MEDDPICC methodology.
• 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.

Responsibilities

• Manage complex, multi-stakeholder sales cycles from six-figure through to seven-figure+ deals.
• Build executive relationships with VP/C-level stakeholders.
• Source additional pipeline alongside SDR/Growth teams while managing opportunities.
• Collaborate on GTM strategy as ICP expands across verticals.
• Help create and refine sales processes as we scale.
• Explain and pitch Kernel’s product effectively to customers.
• Work with product/engineering/customer success to close feedback loop.

Skills

Mid-market experience

Complex sales

MEDDPICC

Executive engagement

Contract negotiations

CRM familiarity

Tools

Salesforce

Job description

About Kernel

Agents are starting to sell, buy and operate on behalf of companies. But before an agent can close a deal, qualify an account, route a lead or assess risk, it has to answer a basic question: which company is this?

Today, that answer is messy, and no one answers it reliably. Business identity lives across CRMs, ERPs and third-party datasets full of duplicates, missing parent companies, stale addresses and incorrect enrichment. The cost shows up across the enterprise: sales teams miss revenue opportunities because they lack the right account context; operations teams take on avoidable exposure because risk signals are fragmented or wrong; and finance teams end up chasing, writing off, or defaulting on bad debt that should have been caught earlier.

Humans have worked around that mess for years. Agents cannot. They need a reliable business identity layer they can trust.

Kernel is building that layer: the business registry for agents. We issue a permanent KERN ID for every business, plus the context an agent needs to act on it. Ops, data and revenue teams at Gong, Legora, Mistral, Canva and Checkout already use Kernel on their own systems. Agents are next, and there will be far more of them.

We have raised $14M from top VCs and operators at Plaid, OpenAI, Slack and others, and we are growing 5x YoY.

The Role

• We are looking for Mid-Market Account Executives.

• This role is focused on selling into global mid-market businesses with distributed teams, multiple buying centres, layered governance, and high data sensitivity. These are strategic accounts where the impact of accurate hierarchies and clean CRM data is measured in millions.

• Our first ramped AEs are far exceeding quota, so we know the motion works.

• Our mid-market motion is working. We are generating strong demand and building pipeline within large organisations.

• You will be responsible for driving high six-figure opportunities and are confident that we will close the first 7 figure deals this year through complex, multi-stakeholder sales cycles.

• Our targets call for millions of additional ARR over the next year. You will play a major role in that.

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 (most people do 5). There will be international travel involved for this role in visiting prospects.

Responsibilities

• You’ll manage complex sales cycles with some of the best mid-market businesses out there, from mid six-figure through to seven-figure+ deals.

• Multi-thread within accounts and build executive-level relationships, including VP and C-level stakeholders.

• Most opportunities will be sourced for you by the SDR team and Growth 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.

• Executive presence: You are comfortable engaging VPs, CROs, CIOs, and senior RevOps leaders.

• 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

• 2-5 years of experience.

• At least 1 year consistently closing deals worth $50k+/year in a multi-stakeholder sales process, consistently hitting six- to seven-figure targets.

• Ability to execute on a consultative, solutions-oriented, value-based selling methodology (MEDDPICC).

• 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

• Salary: £110k-£140k OTE + equity

• 24 days holiday per year + bank holidays

• £450 Monthly Office Dinner Allowance

• 2 weeks work-from-anywhere

• Generous parental leave policy

• Pension plan

• Top-spec equipment and central London office

• Team events and dinners

• Work directly with the founders to scale the systems that power enterprise AI

• High-autonomy, high-trust environment with a small team shipping at pace

Interview Process

Stage 1

30-minute intro call with Talent Partner. You’ll discuss your sales experience and motivations.

Stage 2

1-hour interview with Head of Sales. You’ll deep dive into your experience, sales targets & achievements, and Mid-Market AE at Kernel.

Stage 3

Discovery role play (≤ 2 hours prep).

Final Stage

Founders interview with Anders (CEO) for culture and values alignment.

If there is mutual fit, we move to references and offer.