Enterprise Account Executive

Kernel; United States; Remote; USD 186,000 - 266,000; Full time

Benefits offered by this job

London office

Dinner allowance

Work from anywhere

Parental leave

Pension

Equipment

Team events

Job summary

Kernel is seeking an Enterprise Account Executive to drive strategic, high-value deals with global enterprises. You will own complex sales cycles, build executive relationships, and shape GTM strategy while collaborating with product and engineering teams.

You will engage with VP and C-level stakeholders, manage multi-threaded deals, and push for seven-figure outcomes. This role requires travel, London presence, and high-velocity execution.

Qualifications

• 3-7 years of enterprise software sales experience.
• Proven closing in six- to seven-figure deals with multi-stakeholder buyers.
• Ability to articulate value-based selling using MEDDPICC.
• Experience with Revenue Operations / GTM teams.

Responsibilities

• Manage complex enterprise sales cycles with 5,000+ employee companies.
• Build executive relationships with VPs and C‑level stakeholders.
• Source additional pipeline and collaborate on GTM strategy.
• Define and refine sales processes and product feedback loop.

Skills

Executive presence

Verbal & written communication

MEDDPICC

Multi-stakeholder selling

Tools

Salesforce

Job description

Описание:

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.

• We are looking for Enterprise Account Executives.
• This role is focused on selling into global enterprises 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 early enterprise 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.

Задачи:

You’ll manage complex sales cycles with some of the best Enterprise businesses out there (5,000+ employees), 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.

Требования:

• 3-7 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.
• Startup/scale‑up experience is a plus.
• Experience selling to Revenue Operations, GTM and/or Sales teams.
• Familiarity with Salesforce.

Условия:

• Salary: £140k-£200k 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