Enterprise Account Executive - New York

As an Enterprise Account Executive at Kong, you will own the entire sales cycle, which includes prospecting, delivering tailored product presentations, negotiating contracts, and closing deals. You will develop sales strategies targeting enterprise clients, be responsible for account planning efforts, and contribute to business growth initiatives by collaborating with internal teams. Your role also requires you to build relationships with key decision-makers, identify customer pain points, and monitor sales activities for accurate forecasting and results tracking.

To be considered for the Enterprise Account Executive position at Kong, you should have at least 7 years of experience in enterprise sales, particularly within SaaS or enterprise software environments. A proven track record of closing complex deals with large enterprises is essential. You should possess strong consultative selling skills, excellent communication and negotiation abilities, and experience with CRM platforms like Salesforce. Knowledge of open-source software, APIs, or infrastructure technology is also highly advantageous.

Success for an Enterprise Account Executive at Kong is measured by your ability to meet or exceed sales targets, build lasting relationships with clients, and drive account expansion. A key element of this role involves successfully managing high-stakes conversations with C-level executives and executing sales strategies that result in long-term growth for the company. Constantly staying updated on industry trends and market changes is also critical to position Kong's offerings effectively.

Key skills for the Enterprise Account Executive role at Kong include strong analytical abilities, strategic thinking, consultative selling skills, and exceptional communication and negotiation expertise. You should be results-driven with a passion for sales, able to nurture relationships and identify business growth opportunities. Additionally, familiarity with CRM tools and the ability to adapt to fast-paced, entrepreneurial environments are essential for success in this position.

Kong embraces a dynamic and entrepreneurial culture, ideal for an Enterprise Account Executive who thrives in fast-paced work environments. Collaboration across teams including product, marketing, and customer success is emphasized to ensure that customer needs are met effectively. The company values innovation, supports professional development, and promotes a collaborative atmosphere where all employees are encouraged to share ideas and contribute to business growth initiatives.

When answering this question, focus on specific examples from your previous roles, detailing the types of clients you engaged with, the strategies you employed, and the results you achieved. Highlight your experience in closing complex deals, especially with C-level executives, and emphasize your ability to adapt sales tactics in different enterprise environments.

In your response, discuss your methodical approach to prospecting, including researching potential customers, identifying their pain points, and connecting those points with your company's solutions. Share tools or platforms you use for outreach and how you prioritize leads to ensure a productive pipeline.

Explain your relationship management techniques, such as regular check-ins, feedback loops, and personalized communication plans. Mention any tools or sessions you utilize to gather insights on client satisfaction and how you address their evolving needs.

Mention the resources you use to stay informed, such as industry publications, webinars, and networking events. Highlight how this knowledge allows you to position your product effectively and maintain a competitive edge in your sales approach.

Describe a challenging sales situation comprehensively, including the negotiation process, the stakeholders involved, and how you addressed objections. Be sure to demonstrate your strategic thinking and consultative selling skills throughout the narrative.

Discuss your techniques for uncovering customer pain points, focusing on active listening, asking open-ended questions, and analyzing their business context. Explain how you then align your solutions to address these specific needs.

In your answer, illustrate your time management and organizational skills. Share tools or methodologies you use to prioritize tasks effectively while ensuring that you meet all deadlines and goals.

Emphasize the importance of internal collaboration, detailing how you work with product, marketing, and customer success teams to create a seamless experience for clients. Share examples of successful collaborations that contributed to closing sales.

Discuss your approach to negotiations, particularly in challenging situations. Highlight your techniques for maintaining composure, finding common ground, and focusing on win-win outcomes while ensuring client satisfaction.

Showcase your personal motivations for working in enterprise sales, possibly rooted in your desire to help businesses solve problems and transform through technology. Connecting this passion to the mission of Kong can strengthen your response.