Mid-Market Account Executive

📋 Description

• • Join Kernel Medical Devices, Inc. as one of our foundational Account Executives, a pivotal role in driving our ambitious growth trajectory within the mid-market and emerging enterprise sectors. This is an exceptional opportunity to shape the future of sales at a rapidly scaling AI company, working directly with a dynamic founding team that has secured significant Series A funding from prominent VCs and industry leaders.
• • At Kernel, we are revolutionizing how businesses manage their most critical asset: company data. Our innovative Agentic Company Data platform is the AI-native alternative to traditional data providers, addressing the pervasive issues of inaccurate, duplicated, and outdated information that plague CRMs. By ensuring data accuracy, we empower RevOps teams at leading companies like Gong, Navan, Mistral, AlphaSense, and Zip to achieve reliable forecasting, effective territory planning, and successful AI deployments.
• • As one of our first Account Executives, you will step into a role where the sales motion is already proven and highly successful. Our initial hires are significantly exceeding quota, and the demand for our solution is so strong that we are currently booking more meetings than our team can handle. This means you will immediately inherit a robust pipeline of exceptional opportunities, allowing you to make a substantial impact from day one.
• • Your primary responsibility will be to manage and close complex sales cycles for mid-market and emerging enterprise businesses, typically ranging from 500 to 5,000 employees. You will be instrumental in securing deals valued from mid-five figures up to six figures, directly contributing to our goal of adding millions in Annual Recurring Revenue (ARR) this year.
• • While the majority of your opportunities will be generated by our dedicated Sales Development Representative (SDR) team, a proactive approach to sourcing additional pipeline will be expected. This entrepreneurial aspect of the role allows you to contribute to our go-to-market (GTM) strategy, collaborating with the wider team to refine our Ideal Customer Profile (ICP) and explore new verticals.
• • This position offers a unique chance to be a key architect of our sales processes. As we scale, you will play an integral part in defining and refining the methodologies that will guide our future sales efforts. You will become a product evangelist, developing unparalleled expertise in explaining and pitching Kernel's groundbreaking solution, articulating its value proposition with clarity and conviction.
• • Collaboration is at the heart of our culture. You will work closely with our product, engineering, and customer success teams, acting as a crucial conduit for insights and feedback. Your interactions with customers will provide invaluable perspectives that directly inform our product development roadmap, making you an essential part of our product feedback loop and contributing to the continuous improvement of our platform.
• • We are seeking individuals who embody an entrepreneurial spirit – creative, resourceful, and comfortable operating as generalists in a fast-paced environment. The ideal candidate is "all-in," demonstrating a strong work ethic, a willingness to embrace challenges, and a commitment to doing whatever it takes to succeed. You must possess clear thinking and excellent writing skills, enabling you to articulate your ideas, goals, and plans crisply and to help our customers navigate and understand complex, consulting-like problems.
• • This role demands a high level of dedication. Kernel is experiencing hyper-growth, which translates to an intense work environment with potentially long hours. Many of our key clients are based on the West Coast of the United States, meaning some meetings may occur late in the evening London time. A minimum of four days per week in our London office is required, with most team members opting for five days to maximize collaboration and impact.
• • You will be empowered to execute a consultative, solutions-oriented, and value-based selling methodology. Your ability to consistently over-achieve targets, coupled with a proven track record of closing significant deals, will be paramount. Furthermore, you must be comfortable discussing technical concepts with prospective customers, translating their requirements into compelling product demonstrations, and independently navigating contract, security, and legal discussions without constant support.
• • This is more than just a sales role; it's an opportunity to be a founding member of a company poised to redefine an entire market. You will have direct access to the founding team, contributing to strategic decisions and experiencing the full spectrum of building a successful enterprise software company from the ground up.