Enterprise Account Executive, Kernel AI

• Entrepreneurial: creative, resourceful
• Executive presence: You are comfortable engaging VPs, CROs, CIOs, and senior RevOps leaders
• All-in: hard-working, excited to stretch yourself, willing to take out the trash
• Clear thinker, good writer: you can crisply articulate your ideas, goals, and plans and help our customers make sense of hairy consulting-like problems
• 3-7 years of experience
• At least 1 year consistently closing deals worth $50k+/year in a multi-stakeholder sales process, consistently hitting six- to seven-figure targets
• Ability to execute on a consultative, solutions-oriented, value-based selling methodology (MEDDPICC)
• Track record of consistent over-achievement in past sales roles
• Ability to discuss technical concepts with prospective customers and translate requirements into a demonstrable product
• Comfort negotiating and navigating contracts, security and legal discussions without support
• Strong verbal, written, and interpersonal skills

Desirable

• We are looking for our first Enterprise Account Executives
• This role is focused on selling into global enterprises with distributed teams, multiple buying centres, layered governance, and high data sensitivity. These are strategic accounts where the impact of accurate hierarchies and clean CRM data is measured in millions
• Our first ramped AEs are far exceeding quota, so we know the motion works
• Our early enterprise motion is working. We are generating strong inbound demand and building pipeline within large organisations
• You will be responsible for driving high six-figure and seven-figure opportunities through complex, multi-stakeholder sales cycles
• Our targets call for millions of additional ARR this year. You will play a major role in that
• Hours - This will be an exciting but intense job. Kernel is growing extremely fast and hours can often be long. Many of our customers are on the West Coast, and meetings can be held late in the evening
• Working location - Minimum 4 days a week in the London office (most people do 5). There will be travel involved for this role
• You’ll manage complex sales cycles with some of the best Enterprise businesses out there (5,000+ employees), from mid six-figure through to seven-figure+ deals
• Multi-thread within accounts and build executive-level relationships, including VP and C-level stakeholders
• Most opportunities will be sourced for you by the SDR team, however sourcing additional pipeline is expected
• You’ll collaborate with the wider team on GTM strategy as we expand our ICP & experiment in other verticals
• You’ll help to create our sales processes as you build them
• You’ll become the best person in the company at explaining & pitching the product
• You’ll work closely with product, engineering, and customer success, bringing in insights from across the company and performing an essential part of our product feedback loop

• Stage 1 – 30-minute intro call with Zak. You’ll discuss your sales experience and motivations
• Stage 2 – Discovery role play (≤ 2 hours prep)
• Final Stage – Founders interview with Anders (CEO) and Marcus for culture and values alignment
• If there is mutual fit, we move to references and offer