Mid-Market Account Executive

Sarah Smith Fund; Greater London; Hybrid; GBP 110,000 - 140,000; Full time

Benefits offered by this job

Salary £110k-£140k OTE + equity

24 days holiday + bank holidays

£450 Monthly Office Dinner Allowance

2 weeks work-from-anywhere

Pension plan

Top-spec equipment

Job summary

Kernel is seeking a Mid-Market Account Executive to drive high six-figure opportunities and seven-figure deals with global mid-market businesses. You will navigate multi-stakeholder sales cycles, build executive relationships, and collaborate with SDR/Growth to source pipeline.

Role requires strong MEDDPICC skills, long hours, and London-based presence with international travel. You will contribute to GTM strategy and help scale sales processes while targeting millions in ARR growth.

Qualifications

• 2-5 years of experience.
• At least 1 year consistently closing deals worth $50k+/year in a multi-stakeholder sales process.
• Ability to execute consultative, value-based selling (MEDDPICC).
• Track record of consistent over-achievement in past sales roles.
• Ability to discuss technical concepts with customers and translate requirements into a demonstrable product.
• Comfort negotiating contracts, security and legal discussions without support.
• Strong verbal, written, and interpersonal skills.

Responsibilities

• Manage complex sales cycles from mid six-figure to seven-figure deals.
• Multi-thread within accounts and build executive-level relationships (VPs and C-suite).
• Source additional pipeline and collaborate with SDR/Growth teams.
• Contribute to GTM strategy as ICP expands into other verticals.
• Help create and refine sales processes as the company scales.
• Explain and pitch the product effectively to stakeholders.
• Work with product, engineering, and customer success to gather insights for feedback loops.

Skills

2-5 years experience

MDPICC awareness

Closing multi-stakeholder deals

Executive-level relationship building

Contract negotiations

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.