Account Executive, Enterprise - West Coast / Mountain Region

Kentik

12d • Remote

About The Position

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 highly motivated technical sales executive focused on the West 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. This role will solely focus on obtaining new logo business within target accounts.

Requirements

• 5-7 years of experience selling to medium to large enterprises and deep current connections within strategic accounts within the Western United States + Canada (CA, AZ, WA, CO, etc)
• Must reside within the San Francisco Bay 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 that require building business value across multiple groups within an enterprise
• Large established network of relationships with target companies in defined target markets
• Experience with MEDDPICC sales methodology
• Technical sales understanding in the area of IP Networking, SaaS, Network Management, Observability, Forensics, Cloud
• Heavy focus on value-based selling approach
• Adept with modern revenue tools (Salesforce, LinkedIn Sales Navigator, 6Sense, Gong, Clearbit, etc.). Take detailed notes and have that information continuously updated in Salesforce for reference
• Highly organized, can prioritize critical tasks/projects/accounts to exceed goals
• Capable of building strong, value-based presentations for all stages of the sales cycle, including introductory positioning, value-based product demos, and proposals with business justification + ROI positioning
• Ability to communicate effectively with all levels of an organization, from network engineer to CEO

Responsibilities

• 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 SDR and marketing teams to build demand-generation programs that generate net new pipeline for your territory
• Maintain up-to-date knowledge of competitors and industry trends
• Requires frequent travel (50%+), often on short notice, including regular onsite meetings with current and prospective customers, with fluctuations by territory and quarter.

Benefits

• 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
• Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
• Paid family & medical leave
• Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
• 401(k) retirement account
• Home office reimbursement
• Stock options

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed