Commercial Account Executive

We are seeking a committed Commercial Sales Executive with a successful background in sales and account management, ideally within open source or similar enterprise software environments. In this role, you will be a key driver of our growth strategy, directly impacting the stability and expansion of our recurring revenue. This position is ideal for a sales professional who has experience in landing new clients, retaining existing customers, and driving account expansion for early-stage enterprise products in a dynamic, entrepreneurial setting.

Responsibilities

Develop and execute sales strategies to target commercial 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.

Requirements

Successful background in sales and account management; 5+ years of experience in commercial 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 small to medium 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; 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.

Nice to have

Knowledge of open-source software, APIs, or infrastructure software is highly advantageous; Ideally within open source or similar enterprise software environments.