kernel - Account Manager

• Proven track record of expansion and renewal excellence: 4-7 years of B2B SaaS sales or account management experience, with at least 2 years consistently closing $100k+ deals per year and managing a book of business worth $2M+ ARR. • Demonstrable commercial performance: You have a track record of consistently overachieving on Net Revenue Retention or expansion targets (130%+ NRR is the bar), with specific examples of closing significant expansions from existing customers. You're commercially driven and performance-oriented, motivated by hitting and exceeding revenue targets, and you understand the levers that drive expansion and renewal. • Enterprise sales expertise: Experience navigating complex, multi-stakeholder sales processes with technical buyers. You know how to manage 6-12 month sales cycles, build consensus across buying committees, and close six-figure deals. • Consultative selling and communication skills: You can execute value-based, solutions-oriented selling, asking great questions to uncover true business pain and positioning product capabilities as strategic solutions rather than features. You have excellent verbal and written communication skills—you articulate complex ideas crisply, write compelling proposals and business cases, and present confidently to senior stakeholders. • Technical fluency: Comfortable discussing technical concepts with RevOps and data teams. You can translate complex requirements into product demonstrations and articulate technical value to non-technical executives. • Entrepreneurial mindset: You thrive in ambiguity and are energized by building processes from scratch. You're a generalist who can wear multiple hats, take ownership beyond your job description, and move fast without perfect clarity. • Operational independence: You can navigate contracts, negotiate terms, handle security questionnaires, and move deals through legal and procurement without needing constant support from leadership. • It is a plus if you also have: • Background in data infrastructure, CRM platforms, or API-first products. • Startup or scale-up experience (Series A-C), where you've seen a commercial function built from the ground up. • Familiarity with Salesforce. • ⚠️ This role may not be for you if you: • Struggle with technical stakeholders: Our customers are RevOps professionals who speak CRM, data models, and API integrations. If you're not comfortable learning and discussing technical concepts, you won't be able to build credibility. • Expect consistent 9-5 hours: With West Coast customers and the intensity of a fast-growing startup, this role requires flexibility and often long hours. If work-life balance is your top priority, this isn't the right fit. • ❌ This role is definitely not for you if you: • Haven't consistently hit commercial targets: If you don't have a track record of meeting or exceeding expansion and renewal quotas, or if you've never managed a significant book of business, you'll struggle with the commercial accountability this role requires. • Prefer individual contributor work without cross-functional collaboration: This role requires constant coordination with Customer Success, Product, and Engineering. If you prefer to work in isolation, this won't be a good fit.