Senior Manager, EMEA Account Development

About the role

Kong is seeking an experienced leader to build and oversee its EMEA Account Development team from the London office. This role involves developing a high-performing team responsible for generating enterprise pipeline and shaping the future of sales talent within the region. You will be instrumental in driving growth as Kong expands its AI connectivity platform, focusing on scaling outbound sales efforts and developing talent pipelines. The position requires strategic leadership, operational excellence, and a passion for coaching and enabling sales teams to achieve their targets. You will work closely with regional leadership, collaborate across departments, and ensure the team is aligned with the company's growth objectives. This is a unique opportunity to lead a critical function in a fast-growing SaaS company, contributing to its expansion and success in the EMEA region.

Key facts

What you'll do

• Lead, develop, and motivate a team of SDRs, ADRs, and BDRs, fostering a culture of high achievement, collaboration, and continuous improvement. Ensure team members are motivated, engaged, and clear on their performance expectations and career development pathways.
• Manage the entire talent pipeline, working closely with recruiting teams to plan headcount, anticipate hiring needs, and proactively source high-quality candidates. Develop strategies to attract top talent in the EMEA region and ensure a steady flow of qualified prospects.
• Accelerate the onboarding and ramp-up process for new hires through structured bootcamps, tailored individual development plans, and ongoing coaching to certification. Ensure new team members are equipped with the skills and knowledge needed to succeed quickly.
• Provide consistent, actionable coaching through regular call reviews, one-on-one meetings, and targeted enablement programs. Focus on improving attitude, sales process adherence, and achieving results, preparing team members for advancement to Account Executive roles.
• Achieve and exceed pipeline targets for the EMEA region by setting clear goals, tracking progress, and maintaining accurate forecasting. Maintain visibility into team performance and pipeline health for regional directors and executive leadership.
• Collaborate effectively with Regional Directors, Marketing, RevOps, Partners, and Enablement teams to develop and execute aligned go-to-market strategies. Ensure that sales efforts are coordinated, messaging is consistent, and resources are leveraged efficiently.
• Utilize data analytics to monitor key performance indicators, analyze team results, and identify areas for process improvement. Implement data-driven strategies to enhance productivity, pipeline quality, and conversion rates.
• Promote the effective use of sales tools such as Salesforce, Outreach, and LinkedIn Sales Navigator. Ensure team members are trained, proficient, and leveraging these tools to maximize outreach and engagement efforts.
• Foster a culture of continuous learning and development, encouraging team members to stay updated on industry best practices, sales techniques, and product knowledge.
• Maintain a focus on operational excellence, ensuring compliance with company policies and processes, and supporting the scaling of the team as the company grows.
• Support the company's growth initiatives by contributing insights from the front lines of sales development and providing feedback to product and marketing teams to refine messaging and strategies.
• Participate in leadership meetings, providing updates on team performance, pipeline health, and strategic initiatives.
• Ensure that all team activities align with company values and compliance standards, including adherence to any relevant ITAR regulations.

Requirements

• Minimum of 5 years of management experience leading SDR, ADR, or BDR teams within a SaaS or technology company. Proven track record of building, scaling, and managing outbound sales teams in an enterprise environment.
• Demonstrated success in developing and executing outbound strategies, with a strong understanding of enterprise sales processes and best practices.
• Experience in coaching, enablement, and preparing team members for progression into Account Executive roles. Ability to identify talent, develop skills, and foster career growth within the team.
• Strong background in managing talent pipelines, forecasting, and delivering results in a process-driven organization that utilizes playbooks and structured methodologies.
• Ability to create reliable forecasts, track performance metrics, and deliver transparent reporting to leadership.
• Skilled in cross-functional collaboration, working effectively with marketing, RevOps, partners, and enablement teams to align efforts and optimize results.
• Fluent in English, with excellent communication and interpersonal skills.
• Operating at or ready for the Senior Manager level, capable of managing a business independently and making strategic decisions.
• A genuine drive to succeed in a fast-paced, scaling environment, with a focus on growth and continuous improvement.
• Strong organizational skills, attention to detail, and the ability to manage multiple priorities simultaneously.
• Knowledge of sales tools such as Salesforce, Outreach, and LinkedIn Sales Navigator is essential.
• Ability to adapt to changing priorities and work effectively in a dynamic environment.

Nice to have

• Prior experience as an Account Executive or in a sales role within SaaS or enterprise technology.
• Fluency in additional languages such as French, Spanish, or Italian.
• Experience working in international or multi-cultural teams.
• Familiarity with the AI, SaaS, or platform industries.
• Knowledge of ITAR regulations, if applicable, to ensure compliance in sales activities.

Skills & tools

• Salesforce
• Outreach
• LinkedIn Sales Navigator

Practical notes

• This is a hybrid role requiring 2-3 days in the London office near Bank Station or London Bridge. The position involves on-site leadership and collaboration.
• Competitive compensation and benefits are offered, with opportunities for career growth and development within the company.
• The role provides a chance to work in a fast-growing company at the forefront of AI connectivity platforms, contributing directly to its expansion in the EMEA region.
• The company values diversity and inclusion, and encourages candidates from varied backgrounds to apply.
• The role may involve occasional travel within the region to support team development and client engagement.
• Candidates should be prepared to engage in a dynamic, fast-paced environment that values innovation, collaboration, and results.

About the company

• Have worked with our Account Executive team on your first opportunity - Have shadowed a ton of calls and practiced several role plays - Started delivering your ramp quota By the end of month 3, you will: - Know our sales funnel inside and out, and feel confident to add value to our sales org - Show clear delivery of our sales methodologies - Provide insights to both our Account Development and marketing organizations to help us to continue to iterate and improve - Delivered against your ramp q