kernel - Enterprise 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.