Enterprise Account Executive - Growth (SFO)

Kong; United States; À distance; USD 140 000 - 230 000; Plein temps

Résumé du poste

Kong, a cloud-native API and AI connectivity company, is seeking a senior enterprise software sales professional in the United States. You will own full-cycle deals from outreach through close, targeting CTOs, VP of Platform/Architecture, and CISO personas.

You’ll convert open-source momentum into strategic commitments (Kong Konnect, AI Gateway) and work with Solutions Engineers, SDRs, and Customer Success to win high-value opportunities that shape Kong’s direction.

Qualifications

• 5+ years of full-cycle closing with mid-market and enterprise logos (1,000 employees) and consistent quota overachievement.
• Direct experience in modern B2B SaaS or infrastructure (OSS, developer platforms, cloud, APIs, Kubernetes, observability).
• Multi-persona discovery: work with engineers/architects and executives (CTO, VP Eng, CISO).
• MEDDPICC or Command of the Message approach to pipeline generation, forecasting, and deal execution.
• Consultative selling: identify customer problems and tie solutions to business outcomes.
• Strong negotiation skills and ability to build lasting relationships across high-stakes deals.
• Solid account planning and CRM discipline with proactive account research.

Responsabilités

• Close deals from first outreach through negotiation and close.
• Own territory, pipeline, and deals end-to-end.
• Represent Kong at industry events, conferences, and customer meetings.
• Collaborate with Solutions Engineers, SDRs, and Customer Success to win complex opportunities.
• Transmit customer feedback to product and marketing to shape roadmaps.

Connaissances

Full-cycle closing

Enterprise logos

Ecosystem literacy

B2B SaaS

Multi-persona discovery

MEDDPICC

Consultative selling

Negotiation under pressure

CRM discipline

Description du poste

Are you ready to unlock intelligence?

Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

Why Kong?

Every enterprise building microservices, cloud-native architectures, and generative AI workloads runs on APIs. Kong is the cloud-native API and AI connectivity company, trusted by Fortune 500s and millions of developers worldwide. If you sell infrastructure, dev tools, or data platforms, you know what developer mindshare is worth. At Kong, you aren’t evangelizing unproven tech from scratch. You’re monetizing an existing open-source groundswell and partnering with enterprise architecture, security, and engineering leaders to power mission-critical API traffic.

What makes this role high-leverage:

• A proven land-and-expand engine: Convert open-source and developer adoption into strategic, multi-year enterprise platform commitments (Kong Konnect, AI Gateway, Service Mesh).
• High-impact deals: Run complex, multi-threaded enterprise cycles (100k–1M+ ACV) across CTO, VP of Platform/Architecture, and CISO personas.
• Modern AI and cloud relevance: Put Kong at the center of the enterprise stack, securing, managing, and routing LLM traffic alongside traditional microservices.
• True cross-functional support: Backed by world-class Solutions Engineers, dedicated SDRs, Customer Success, and an active developer community.
• Full-cycle ownership: Your territory, your pipeline, your deals. You run everything from first outreach through negotiation to close.
• A voice in the product: What you hear from customers goes straight to product and marketing, and it shapes what we build and how we take it to market.
• Visibility: Represent Kong at industry events, conferences, and customer meetings.

What You'll Bring:

• Enterprise software track record: 5+ years of full-cycle closing with mid-market and enterprise logos ( 1,000 employees), and consistent quota overachievement.
• Ecosystem literacy: Direct experience in modern B2B SaaS or infrastructure, ideally across commercial open source (COSS), developer platforms, cloud/networking, APIs, Kubernetes, or observability.
• Multi-persona discovery: You can work bottoms-up with technical champions (engineers, architects) and top-down with executive economic buyers (CTO, VP Eng, CISO).
• Strategic territory ownership: A disciplined MEDDPICC or Command of the Message approach to pipeline generation, accurate forecasting, and deal execution.
• Consultative selling: You find the customer’s actual problem, tie the solution to a business outcome, and tailor every demo to match.
• Negotiation under pressure: You’re comfortable in high-stakes conversations and build relationships that last past the signature.
• Account planning and CRM discipline: You research accounts and industry trends before you call, and you keep Salesforce (or similar) current enough to forecast from.Bu