Strategic Account Executive

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. About the role: Do you have a passion for helping customers achieve mission-critical breakthroughs with an incredible product? Kong is not just a market leader in API Platforms; we're at the forefront of the AI agentic era, empowering enterprises to harness the power of AI with intelligent governance. We are searching for an incredible Strategic Account Executive to work closely with a set of key strategic accounts to drive impact on the revenue and expansion of the business in India. Are you someone who builds relationships, crushes numbers, and thrives in a fast-paced environment? If this sounds like you, come and join us! This role will be based in Delhi, India. 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 - Proven success: As a seasoned sales professional with a track record of success in the Fortune 1000 landscape, you bring the rare ability to win new logos through strategic thinking and masterful relationship building. You are an expert negotiator who excels at navigating complex enterprise environments to drive transformative business outcomes. - Strategic Impact: A decade of excellence in B2B SaaS sales, with a consistent track record of exceeding $1M+ quotas while partnering with C-Suite executives at the region’s largest enterprises. - 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