Account Executive, Enterprise - US Southeast

Location

Remote – United States Must reside in either the Atlanta metro area or Miami metro area

Employment Type / Remote Work

Full-time; fully remote company

Job Description

Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context — from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks. We are looking for a motivated technical sales executive focused on the Southeast territory with experience acquiring and growing small, medium, and large enterprises. The ideal candidate is a hunter with solid and demonstrated self-prospecting skills and is equipped with an established network of relationships at key accounts, alliances, and regional partners within the territory.

What you'll do

• Prospect for new business with new customers to rapidly expand given territory
• Generate a high volume of new opportunities to deliver predictable business
• Diligently manage pipeline, leading to accurate forecasting
• Manage all aspects of the sales cycle including coordinating and maintaining strong relationships with product + solutions engineering, product management, customer success, alliances/channel, product/event marketing
• Achieve QoQ growth in your territory
• Work collaboratively with channel and marketing teams to execute demand-generation programs and events that will generate new pipeline
• Maintain up-to-date knowledge of competitors and industry trends

What you'll bring

Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role!

• 10+ years of experience in selling to large enterprises with deep current connections within these accounts in the Southeast area (Georgia, Florida, Alabama and Mississippi)
• Must reside in either the Atlanta metro area or Miami metro area
• Demonstrated prospecting skills for new logos - research ideal target and buying personas; outreach to those roles; leverage network for leads and referrals
• Proven sales track record selling SaaS and exceeding quota; experience navigating large complex transactions requiring building business value across multiple groups within an enterprise
• Large established network of relationships with target companies in defined target markets
• Technical sales understanding in IP Networking, SaaS, Network Management, Observability, Forensics, Cloud
• Heavy focus on value-based selling approach
• Adept with modern revenue tools (SFDC Salesforce.com CRM system), LinkedIn Navigator (sales prospecting tool), 6Sense (account engagement platform), SalesLoft (sales engagement platform), Gong (conversation analytics), ZoomInfo (business contact database)
• Highly organized; can prioritize critical tasks/projects/accounts to exceed goals
• Ability to communicate effectively with all levels of an organization from network engineer to CEO
• Experience with MEDDPICC sales methodology (Metrics Economic buyer Decision criteria Decision process Paper process Identify pain Champion Competition)
• Must be able to travel on short notice

What we offer

Work at a fast-growing startup alongside industry thought leaders building future observability standards Competitive salary plus great benefits accompany meaningful projects.