Enterprise Account Executive - Public Sector

Kong Inc.

Job Overview

Location

Washington D.C., United States

Job Type

Full-time

Full Job Description

📋 Description

• Drive Federal expansion by developing and executing a go-to-market strategy targeting key U.S. Department of Defense (DoD), Intelligence Community (IC), and Civilian agencies to generate new revenue and sustain account growth.
• Own the full sales cycle for enterprise software and cloud solutions, managing all stages from opportunity identification and outreach through capture, negotiation, and close while consistently meeting or exceeding Federal revenue targets.
• Engage with systems integrators, resellers, and contract vehicle partners to accelerate deal velocity and ensure strict compliance with Federal acquisition processes including IDIQs, GWACs, and OTAs.
• Build and maintain trusted executive and program-level relationships with mission owners, technical leads, and contracting officers across Federal agencies to foster long-term partnerships.
• Collaborate internally with Product, Federal Solutions Engineering, Customer Success, Marketing, and Legal teams to align Kong’s API and AI Gateway solutions with agency mission needs and deliver seamless customer experiences.
• Conduct strategic account planning by researching target agencies, identifying mission priorities and funding streams, and developing comprehensive capture strategies that position Kong as a modernization partner.
• Maintain disciplined pipeline development and forecasting in Salesforce, ensuring accurate visibility and reporting to leadership on deal progress and revenue projections.
• Stay current on Federal IT initiatives, digital modernization programs, Zero Trust architectures, and multi-cloud strategies to align Kong’s value proposition with evolving agency priorities.
• Represent Kong as a brand ambassador at industry conferences, government events, and trade shows to expand market awareness and cultivate new business relationships.
• Apply consultative sales techniques to understand complex Federal mission challenges and map Kong’s API and AI Gateway technologies to deliver measurable operational and security outcomes.
• Operate independently as a self-starter with a Federal growth mindset, while actively collaborating across teams to drive organizational success and customer satisfaction.
• Ensure all sales activities adhere to Federal compliance standards and procurement regulations, leveraging partner-led contract vehicles and approved acquisition pathways.
• Track and analyze Federal IT spending trends and policy changes to proactively adjust sales strategies and identify emerging opportunities in defense, intelligence, and civilian sectors.

🎯 Requirements

• 7+ years of enterprise sales experience within the U.S. Federal market (DoD, IC, or Civilian agencies) with a proven track record of exceeding targets and closing complex, multi-stakeholder software or cloud deals.
• Proficiency in Federal acquisition and procurement processes, including direct experience with IDIQs, GWACs, OTAs, and partner-led contract vehicles.
• Strong consultative sales skills with a demonstrated ability to engage senior executives such as CIOs, CTOs, and Program Managers and navigate complex stakeholder environments.
• Experience using CRM tools (Salesforce preferred) for pipeline management, forecasting, and reporting.
• Knowledge of open source, API, infrastructure, or cybersecurity technologies is highly advantageous.
• Self-starter with a Federal growth mindset, capable of operating independently while collaborating effectively across cross-functional teams.

🏖️ Benefits

• UNCAPPED COMMISSIONS with massive upside.
• Competitive benefits package.
• Equity in Kong Inc., a company with significant growth potential.
• Opportunity to work on mission-critical digital modernization initiatives for U.S. Federal agencies.

Skills & Technologies

Onsite

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Kong Inc.

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About Kong Inc.

Kong Inc. is a San Francisco-based software company that develops an open-source API gateway and service connectivity platform. The company offers Kong Gateway, Kong Mesh, and Konnect cloud services to manage, secure, and observe microservices and APIs across clouds and data centers. Founded in 2007 as Mashape, it rebranded to Kong in 2017. Kong’s technology provides traffic control, authentication, rate limiting, and analytics for modern distributed architectures, supporting organizations in digital transformation and cloud-native adoption.

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