Enterprise Account Executive – Public Sector

🕒 July 6

🏛️ District of Columbia, Maryland, +2 more states – Remote

🏛️ District of Columbia – Remote 🦀 Maryland – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

💵 $320k - $400k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Kong Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💼 Consulting

📦 Logistics

🔌 API

💰 $100M Series D on 2021-02

Consulting • Logistics • API

Kong Inc. is a company that provides a comprehensive API platform designed to facilitate API management, AI integration, and developer productivity. It offers solutions like Kong Gateway, Kong Konnect, and a variety of other tools targeted at managing and optimizing the API lifecycle. Kong's platform supports multi-cloud environments and is built to deliver high performance and security. It is notably recognized by Gartner as a leader in API management and supports innovations across industries like financial services, healthcare, and technology. The company emphasizes flexibility, security, and speed, making it a favored choice for enterprises looking to enhance their digital services through APIs. Kong also supports a robust community of developers and provides extensive integrations and plugins to streamline API management and operations.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• UNCAPPED COMMISSIONS • MASSIVE UPSIDE • Competitive benefits • Equity in a company with huge growth potential