Territory Enterprise Account Executive - West (Southwest) at Kong

Los Angeles, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Enterprise Software, Open SourceIndustries

Requirements

5+ years of experience in enterprise sales (>1k employees), with a proven track record of closing complex deals in a SaaS, cloud, or enterprise software environment
Demonstrated success in selling to large enterprises, particularly to senior-level executives and across multiple departments
Strong consultative selling skills, with the ability to understand customer needs and present compelling solutions that drive business outcomes
Excellent communication and negotiation skills, capable of managing high-stakes conversations and building lasting relationships with stakeholders
A results-driven mindset, with a passion for meeting and exceeding sales goals and revenue targets
Experience working with CRM platforms (e.g., Salesforce) and leveraging data to forecast accurately and track sales metrics
Knowledge of open-source software, APIs, or infrastructure software is highly advantageous
Ability to thrive in a fast-paced, entrepreneurial environment, taking ownership of your sales territory and adapting to changing market dynamics
Analytical and strategic thinking, with a knack for identifying business growth opportunities and devising plans to capitalize on them

Responsibilities

Develop and execute sales strategies to target mid-market and enterprise customers, focusing on building and maintaining a robust pipeline that drives long-term growth
Own the entire sales cycle, from prospecting and initial outreach to contract negotiations and closing deals, while consistently meeting or exceeding revenue targets
Collaborate with internal teams, including product, marketing, and customer success, to ensure a seamless sales experience and alignment on customer needs
Identify customer pain points and align our solutions to address these, delivering customized product demos and presentations tailored to their specific business needs
Build and nurture relationships with C-level executives and key decision-makers within target accounts, establishing yourself as a trusted advisor and ensuring customer satisfaction and retention
Lead account planning efforts by researching potential customers, understanding industry trends, and developing strategies to win new business and grow existing accounts
Monitor and manage sales activities and results, accurately forecasting opportunities and keeping detailed records of interactions and progress in CRM systems
Stay updated on industry trends, competitor offerings, and market changes to position our product effectively and maintain a competitive edge
Contribute to business growth initiatives, providing feedback to product and marketing teams to influence product development and go-to-market strategies
Represent Kong with professionalism, acting as a brand ambassador at industry events, conferences, and customer meetings

Skills

Key technologies and capabilities for this role

Enterprise SalesAccount ManagementProspectingPipeline DevelopmentContract NegotiationProduct DemosCRMRevenue ForecastingC-level SellingSales Strategy

Questions & Answers

Common questions about this position

What experience is required for this Territory Enterprise Account Executive role?

Candidates need 5+ years of experience in enterprise sales to companies with over 1,000 employees, with a proven track record of closing complex deals in SaaS, cloud, or enterprise software environments, plus success selling to senior-level executives across multiple departments.

What key skills are needed for success in this position?

Strong consultative selling skills to understand customer needs and present compelling solutions, excellent communication and negotiation skills for high-stakes conversations, and a results-driven mindset with experience using CRM systems are essential.

Is this a remote position or does it require specific location?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What makes a strong candidate for this sales executive position?

A strong candidate has a successful background in enterprise sales within open source or similar software environments, experience landing new clients, retaining customers, and driving expansion for early-stage products in dynamic settings, ideally with a track record in SaaS or cloud.

Kong

API management and connectivity solutions provider

About Kong

Kong focuses on API management and connectivity, providing tools that help businesses manage, secure, and optimize their APIs for software communication. Its main product, Kong Gateway, is a fast API gateway that can handle up to 50,000 transactions per second, while Kong Konnect offers a SaaS platform for API management and Kong Mesh manages microservices. Kong stands out by combining open-source technology with enterprise solutions, allowing free access to core features and offering premium services for businesses. The company's goal is to enhance developer productivity, security, and performance for a diverse range of clients in a rapidly growing market.

San Francisco, CaliforniaHeadquarters

2017Year Founded

$334.7MTotal Funding

SERIES_ECompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Weekly Donut Chats

Home Office Stipend

Flexible Time Off & Dedicated Unplug Days

Virtual Events

Risks

AI-enhanced security threats pose significant risks to API security.

Low adoption of zero-trust architecture leaves APIs vulnerable to breaches.

Intensifying competition in AI API platforms may draw customers away from Kong.

Differentiation

Kong's API Gateway supports 50,000 transactions per second, ensuring high performance.

Kong offers a unique combination of open-source and enterprise-grade API solutions.

Kong Insomnia is the fastest-growing platform for building, testing, and debugging APIs.

Upsides

Kong raised $175M to enhance AI connectivity and expand its solutions.

Kong Insomnia surpassed 1 million users, indicating strong demand for its tools.

Kong's Premium Technology Partner Program fosters innovation and collaboration.

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