Enterprise Account Executive

What You’ll Be Doing

• Drive Federal expansion: Develop and execute a Federal go-to-market strategy that targets key DoD, IC, and Civilian agencies to drive new revenue and sustainable account growth.
• Own the full sales cycle: Manage all stages of the sales process — from opportunity identification and outreach through capture, negotiation, and close — while consistently meeting or exceeding Federal revenue targets.
• Engage with ecosystem partners: Work closely with systems integrators, resellers, and contract vehicle partners to accelerate deal velocity and ensure compliance with Federal acquisition processes.
• Build trusted relationships: Establish and maintain strong executive and program-level relationships with mission owners, technical leads, and contracting officers across accounts.
• Collaborate internally: Partner with Product, Federal Solutions Engineering, Customer Success, Marketing, and Legal to deliver seamless customer experiences and ensure alignment to mission needs.
• Strategic account planning: Research target agencies, identify mission priorities and funding streams, and build comprehensive capture strategies that position Kong as a modernization partner.
• Pipeline management: Maintain disciplined pipeline development and forecasting in Salesforce, providing accurate visibility to leadership.
• Stay informed on policy and technology: Track Federal IT initiatives to align Kong’s value proposition with agency priorities.
• Represent Kong Federal: Act as a brand ambassador at industry and government events to expand awareness and foster new relationships.

What You’ll Bring

• 7+ years of enterprise sales experience within the U.S. Federal market (DoD, IC, or Civilian), with a track record of exceeding targets and closing complex, multi-stakeholder software or cloud deals.
• Proficiency in Federal acquisition and procurement processes, including experience with IDIQs, GWACs, OTAs, and partner-led contract vehicles.
• Strong consultative sales skills, with the ability to understand mission challenges and map Kong’s solutions to deliver measurable outcomes.
• Experience selling to senior executives, including CIOs, CTOs, and Program Managers, with an ability to navigate complex stakeholder environments.
• Excellent communication and negotiation skills, capable of managing high-value opportunities and fostering long-term customer trust.
• Experience working with CRM tools (Salesforce preferred) for pipeline development and forecasting.
• Knowledge of open source, API, infrastructure, or cybersecurity technologies is highly advantageous.
• Self-starter with a Federal growth mindset, able to operate independently while collaborating across teams to drive success.