Enterprise Account Executive, Melbourne

What You'll Do

• You will be a strategic partner, helping C-suite executives solve their most pressing security challenges. Your day-to-day will be a dynamic mix of strategy, relationship-building, and deal-making.
• Own the Full Sales Cycle: Lead end-to-end sales cycles from initial engagement to final contract negotiation and closing. Take ownership of your book of business, which includes understanding and documenting the buying criteria and process, determining the appropriate motions and patterns, ensuring pipeline accuracy based on evidence, and working the leads to closure.
• Navigate Complex Accounts: Build and nurture relationships with multiple stakeholders across large organisations, including C-level executives, IT leaders, and procurement teams.
• Craft Compelling Strategies: Develop and execute account plans that identify key opportunities and outline a clear path to success within your territory.
• Become a Subject Matter Expert: Gain a deep understanding of our platform and the competitive landscape to effectively articulate our value proposition in a highly technical and business-oriented way. Responsible for assigned territory account planning and forecasting.
• Exceed Revenue Targets: Drive significant revenue growth by consistently meeting and exceeding your annual quotas.
• Collaboration: Collaborate with internal teams, including product, marketing, and customer success, to ensure a seamless sales experience and alignment with customer needs.
• Ability to travel to customer sites as required.

Who You Are: The Ideal Candidate

• You are a seasoned sales professional with a track record of success in enterprise sales. You are a strategic thinker, an expert negotiator, and a masterful relationship builder.
• Proven Success: You have a minimum of 7 years of experience in a B2B SaaS sales role with a proven history of exceeding quota.
• Strategic & Methodical: You have a deep understanding of complex, multi-stakeholder sales processes and can effectively manage a large pipeline. A true desire to see customers benefit from the investment they make with Kong.
• Entrepreneurial: You take ownership of your business and have the drive and ambition to build your business. You are motivated to thrive in a fast-paced, entrepreneurial environment, taking ownership of your sales territory and adapting to changing market dynamics.
• Executive Presence: Demonstrated success in selling to large enterprises, particularly to senior-level executives and across multiple departments.
• Driven by Impact: You thrive on the challenge of closing large, transformational deals and seeing the impact of your work. 
• Attributes: Effective communicator and strong interpersonal skills. Excellent negotiation, presentation, and closing skills. Motivated, driven and results-oriented.