5+ years of experience in full-cycle sales with mid-market and enterprise clients (1,000+ employees)
Proven track record of exceeding sales quotas
Experience in B2B SaaS or infrastructure, particularly in commercial open source and developer platforms
Ability to engage both technical and executive stakeholders
Familiarity with MEDDPICC or Command of the Message for pipeline management
Strong consultative selling skills with a focus on business outcomes
Proficient in account planning and CRM tools like Salesforce
Adaptable mindset suited for fast-paced environments
Responsibilities
Convert open-source and developer adoption into enterprise platform commitments
Manage complex sales cycles with high-value deals (100k-1M+)
Position Kong as a central component in enterprise tech stacks
Collaborate with Solutions Engineers and Customer Success teams
Own the entire sales process from outreach to closing
Provide customer feedback to influence product development
Represent Kong at industry events and customer meetings
Benefits
Gartner Leader with strong market presence
Uncapped earning potential with competitive compensation structure
Culture that promotes autonomy and rapid execution
Opportunities for equity participation
Full Job Description
Are you ready to unlock intelligence?
If you don't think you meet all of the criteria below but are still interested in the job, please apply. 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.
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 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.
Builder mindset: You thrive in a fast-moving, early-stage environment, take ownership of your territory, and adjust when the market shifts.
Why top sellers join us
Clear category winner: Gartner Leader with top-tier adoption metrics and continuous product momentum.
Uncapped upside: Highly competitive base/variable structure, accelerators, and equity.
Culture of execution: Autonomous, fast-moving, and low on bureaucracy. Built for builders and closers.
