Commerical Account Executive

About the Role:

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.

What You’ll Do:

• 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.

What You’ll Bring:

• 5+ years of experience in sales (<1k employees) a SaaS, cloud, or enterprise software environment.

• 2+ years closing deals independently, preferably in Commercial & Mid-Market.

• 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.

• 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.