Account Development Rep
Job description
About the role
You will own the end-to-end responsibility of identifying, engaging, and qualifying new business opportunities in the Indonesian market from initial contact to a fully booked discovery meeting. You will act as the primary voice of the customer within the Kong organization, translating market feedback into actionable insights for product and marketing. This role demands a high level of ownership where you will drive pipeline generation through a disciplined, data-driven outreach cadence. You will be expected to build trust and establish credibility with IT and business decision-makers as a trusted advisor from day one. The position requires a proactive mindset that celebrates learning and leverages mentorship to close the gap between where you are and where you need to be. Ultimately, you will be the critical bridge that connects market demand to the revenue targets of the company.
Key facts
What you'll do
Conduct in-depth research on target accounts to build a clear picture of business context, key stakeholders, and strategic initiatives.
Own the end-to-end management of the sales pipeline, ensuring a steady flow of qualified opportunities that feed the sales organization.
Deliver structured and value-driven discovery calls that uncover pain points, quantify impact, and validate buying intent.
Articulate the Kong value proposition with precision, aligning product capabilities to specific customer business outcomes.
Leverage Salesforce to maintain accurate and real-time records of all prospect interactions and engagement history.
Collaborate with marketing to design and refine campaigns that resonate with the Indonesian and broader Southeast Asian audience.
Execute outbound prospecting sequences across email and LinkedIn to penetrate new accounts and expand existing relationships.
Coordinate closely with the Account Executive team to ensure a seamless transition from SDR to sale.
Analyze performance metrics and experiment with different messaging to continuously optimize conversion rates.
Invest in structured learning through mentorship to accelerate the development of advanced sales and business acumen.
Requirements
You must possess a minimum of 1 year of proven sales or customer-facing experience in a demanding environment.
You must demonstrate a consistent track record of hitting and exceeding established goals and targets.
You must exhibit a hunter mentality, being comfortable with proactive prospecting, cold-calling, and persistent follow-up on leads.
You must be open to feedback and capable of applying coaching directly to your daily workflow to improve performance.
You must have outstanding verbal and written communication skills, with a specific focus on phone presence and professional email etiquette.
You must be fluent in both written and spoken Bahasa Indonesia, as this is essential for engaging the primary market.
You must be fluent in English, as this is the primary language of internal operations and global collaboration.
You must be proficient in using technology, specifically Customer Relationship Management systems like Salesforce, to manage complex pipelines.
You must be able to operate effectively within a hybrid work model, balancing remote and in-office schedules as required by the business.
Nice to have
Experience in a fast-paced, high-growth technology or SaaS environment.
Prior experience selling to enterprise-level IT or business decision-makers.
Familiarity with CRM best practices and pipeline management methodologies.
A background in marketing or demand generation that provides a strong foundation for understanding campaign mechanics.
Practical notes
This role is hybrid, requiring a mix of remote and in-office presence in Singapore.
New start dates are contingent on visa processing times for international candidates.
Successful candidates will be required to pass a background check as part of the onboarding process.
The role requires a long-term commitment to building a career in sales with clear progression paths to senior and executive roles.
Training and onboarding are intensive and require a significant time investment during the first 90 days.
Travel is not required for this role, though occasional participation in local industry events may be considered at the discretion of management.
About the role
You will own the end-to-end responsibility of identifying, engaging, and qualifying new business opportunities in the Indonesian market from initial contact to a fully booked discovery meeting. You will act as the primary voice of the customer within the Kong organization, translating market feedback into actionable insights for product and marketing. This role demands a high level of ownership where you will drive pipeline generation through a disciplined, data-driven outreach cadence. You will be expected to build trust and establish credibility with IT and business decision-makers as a trusted advisor from day one. The position requires a proactive mindset that celebrates learning and leverages mentorship to close the gap between where you are and where you need to be. Ultimately, you will be the critical bridge that connects market demand to the revenue targets of the company.
Key facts
What you'll do
Conduct in-depth research on target accounts to build a clear picture of business context, key stakeholders, and strategic initiatives.
Own the end-to-end management of the sales pipeline, ensuring a steady flow of qualified opportunities that feed the sales organization.
Deliver structured and value-driven discovery calls that uncover pain points, quantify impact, and validate buying intent.
Articulate the Kong value proposition with precision, aligning product capabilities to specific customer business outcomes.
Leverage Salesforce to maintain accurate and real-time records of all prospect interactions and engagement history.
Collaborate with marketing to design and refine campaigns that resonate with the Indonesian and broader Southeast Asian audience.
Execute outbound prospecting sequences across email and LinkedIn to penetrate new accounts and expand existing relationships.
Coordinate closely with the Account Executive team to ensure a seamless transition from SDR to sale.
Analyze performance metrics and experiment with different messaging to continuously optimize conversion rates.
Invest in structured learning through mentorship to accelerate the development of advanced sales and business acumen.
Requirements
You must possess a minimum of 1 year of proven sales or customer-facing experience in a demanding environment.
You must demonstrate a consistent track record of hitting and exceeding established goals and targets.
You must exhibit a hunter mentality, being comfortable with proactive prospecting, cold-calling, and persistent follow-up on leads.
You must be open to feedback and capable of applying coaching directly to your daily workflow to improve performance.
You must have outstanding verbal and written communication skills, with a specific focus on phone presence and professional email etiquette.
You must be fluent in both written and spoken Bahasa Indonesia, as this is essential for engaging the primary market.
You must be fluent in English, as this is the primary language of internal operations and global collaboration.
You must be proficient in using technology, specifically Customer Relationship Management systems like Salesforce, to manage complex pipelines.
You must be able to operate effectively within a hybrid work model, balancing remote and in-office schedules as required by the business.
Nice to have
Experience in a fast-paced, high-growth technology or SaaS environment.
Prior experience selling to enterprise-level IT or business decision-makers.
Familiarity with CRM best practices and pipeline management methodologies.
A background in marketing or demand generation that provides a strong foundation for understanding campaign mechanics.
Practical notes
This role is hybrid, requiring a mix of remote and in-office presence in Singapore.
New start dates are contingent on visa processing times for international candidates.
Successful candidates will be required to pass a background check as part of the onboarding process.
The role requires a long-term commitment to building a Kong career with clear progression paths to senior and executive roles.
Training and onboarding are intensive and require a significant time investment during the first 90 days.
Travel is not required for this role, though occasional participation in local industry events may be considered at the discretion of management.