Account Development Representative

About the role

This role partners with the Sales team to design and execute inbound and outbound campaigns, guiding them from initial concept to a qualified discovery call. You will build deep sales and product expertise while engaging IT and business leaders through phone, video, LinkedIn, and email. Responsibilities include maintaining lead activity in Salesforce, scheduling introductory meetings for the Sales team, and nurturing early opportunities to grow the pipeline. You must consistently meet or exceed monthly and quarterly opportunity quotas and collaborate closely with marketing and Account Executives to drive joint wins.

Key facts

What you'll do

Complete a comprehensive sales boot camp training to learn Kong's product offerings and sales methodologies.

Meet the team and become familiar with internal tools and the wider Kong organization.

Shadow numerous sales calls and practice role plays to build confidence in client conversations.

Deliver your initial ramp quota by the end of the second month of employment.

Understand how Account Development, Marketing, and Account Executive teams collaborate to maximize business outcomes.

Develop strong product knowledge and interact with IT and business decision-makers via phone and video.

Update all lead and prospect activity in Salesforce to maintain accurate and effective lead management.

Set qualified introductory meetings for the Sales team by nurturing early phase opportunities.

Exceed monthly and quarterly opportunity quotas through consistent prospecting and follow-up on inbound leads.

Build strong relationships with marketing and Account Executives to pull together and maximize the win.

Invest in self-development by focusing on skills and attributes that support long-term career growth.

Complete any additional tasks assigned by the manager to support the sales organization.

Collaborate with the marketing team to develop targeted campaigns that generate qualified inbound leads.

Provide insights to both Account Development and marketing organizations to help iterate and improve processes.

Requirements

Possess 1 to 2 or more years of strong sales or customer-facing experience in a professional setting.

Demonstrate a self-starter mentality with a proven track record of consistently hitting and exceeding goals.

Exhibit a hunter mindset, feeling comfortable prospecting, cold-calling, and following up on incoming leads with a strong desire to win.

Show ability and willingness to learn from experiences, react to feedback, and share lessons learned across the organization.

Remain open to feedback and apply constructive criticism directly to your daily workflow and performance.

Deliver outstanding communication skills, including clear phone and written communication, along with active listening abilities.

Bring an extraordinary character with incredible drive for success, high work ethic, natural curiosity, and obsession with achieving sales targets.

Have validated time leadership skills and the ability to work independently while also accepting coaching from managers.

Desire to thrive in a driven and fast-paced environment that demands consistent high performance and adaptability.

A strong desire to succeed in sales, with high energy and a curious, driven nature.

Nice to have

A genuine interest in API and AI connectivity technologies that power modern digital infrastructure.

Prior experience using Salesforce or other CRM platforms to manage leads and track sales activities.

Familiarity with developer communities and technical audiences, especially those related to API management and integration.

Background in sales within a high-growth startup or fast-moving technology company, with a strong work ethic.

Skills & tools

Salesforce CRM for lead management, activity tracking, and pipeline reporting.

Proficiency with phone, video conferencing, and email communication platforms for client engagement.

LinkedIn Sales Navigator or similar tools for prospecting and social selling.

Strong understanding of sales methodologies and the ability to apply them to qualify opportunities.

Product knowledge of API management, AI connectivity, and Kong Konnect platform capabilities.

Excellent written and verbal communication skills with active listening and clear articulation.

Practical notes

This is a full-time position based at the Chicago office, requiring regular in-person attendance.

The role is not remote; candidates must be located in Chicago or willing to relocate.

No specific salary range is listed in the posting; compensation will be discussed during the interview process.

Kong is an equal opportunity employer and welcomes applications from all qualified individuals regardless of background.