Manager, EMEA Account Development

Kong Inc.

Job Overview

Location

England-London

Job Type

Full-time

Full Job Description

📋 Description

• Lead, inspire, and build a high-performing, human-centered EMEA Account Development Representative (ADR) team from Kong’s central London office, fostering a culture of motivation, growth, and clear performance standards.
• Own end-to-end talent acquisition for the ADR team, partnering with Recruiting to define headcount needs, anticipate gaps, and proactively source candidates aligned with enterprise SaaS sales profiles.
• Drive rapid onboarding and ramp-up of new hires through structured bootcamps, individual development plans, and close collaboration with Enablement to ensure certification and productivity.
• Conduct regular call reviews, structured 1:1s, and AE-readiness programs, coaching reps on Attitude, Process, and Results—identifying performance gaps before they impact outcomes.
• Own and drive your team’s contribution to EMEA pipeline targets with disciplined forecasting, transparent visibility, and accountability that Regional Directors can rely on for planning.
• Partner cross-functionally with Regional Directors, Marketing, RevOps, Partners, and Enablement teams to ensure alignment across GTM strategies, messaging, and tooling.
• Track, analyze, and act on key performance KPIs to optimize team efficiency, refine processes, and maximize output across outbound activities.
• Champion and enforce effective adoption of critical sales tools including Salesforce, Outreach, and LinkedIn Sales Navigator across the ADR team.
• Build and scale a repeatable, playbook-driven ADR function that serves as the blueprint for enterprise outbound excellence in EMEA at a pivotal stage of Kong’s growth toward IPO.
• Operate with autonomy as a Senior Manager-level leader, running the ADR business independently while ensuring strategic alignment with broader sales and revenue goals.
• Cultivate a deep understanding of Kong’s AI connectivity platform, Konnect, to enable ADRs to effectively articulate value propositions to enterprise prospects managing APIs and AI agents.
• Attract, retain, and develop top-tier sales talent by clearly defining career progression paths and aligning individual development with quota attainment and long-term leadership potential.
• Champion data-driven decision-making, ensuring team performance metrics are actionable, consistently reported, and tied directly to revenue outcomes.
• Maintain a strong presence in the London office (2–3 days per week) while enabling remote flexibility, ensuring consistent team cohesion, coaching, and culture building.
• Model integrity, energy, and purpose daily, setting the tone for a team that doesn’t just meet targets but defines what great looks like in enterprise ADR.

🎯 Requirements

• 5 years of management experience leading SDR, ADR, or BDR teams in a tech or SaaS environment
• Proven success building and scaling high-performance outbound teams in an enterprise context
• Strong background in coaching, enablement, and AE readiness with a focus on career pathing
• Experience in a playbook-driven, process-oriented organization
• Fluent in English; German and Arabic are highly beneficial but not required
• Ability to build accurate, trusted forecasts with high visibility and consistent delivery

🏖️ Benefits

• Hybrid work model with 2–3 days per week in central London office (walking distance from Bank Station and London Bridge)
• Competitive compensation and benefits package
• Clear paths for career growth into senior leadership roles as Kong scales toward IPO
• Opportunity to shape the ADR function in EMEA at a pivotal stage of company growth with global influence

Skills & Technologies

Remote

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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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