客户开发代表（联邦）
Account Development Representative (Fed)
准备好解锁智能了吗？
如果你不认为自己完全符合以下所有要求，但仍然对该职位感兴趣，请申请。没有人能完全满足所有条件——我们寻找的是在某些领域特别出色，并且在其他方面有兴趣和能力的候选人。
关于职位：
• 与销售团队合作，从创意生成到合格电话，开发并领导引流和外拨活动
• 建立强大的销售和产品知识，并通过电话、视频、LinkedIn 和电子邮件与 IT 和业务决策者互动
• 在 Salesforce 中更新潜在客户和前景活动，以确保有效的潜在客户管理
• 为销售团队安排合格的初步会议
• 培育早期阶段的机会，为未来的销售管道做准备
• 超额完成月度和季度机会配额
• 与我们的市场团队和客户经理建立牢固的关系，我们齐心协力最大化业务的成功
• 投资于自我发展，专注于使你在核心角色中取得成功并为未来成功做好准备的技能和素质
• 完成经理要求的任何其他任务
你将在入职的前90天内：
在第一个月结束时，你将：
• 与新团队见面并玩一些新工具
• 成为更广泛的 Kong 家庭的一员
• 完成成功的销售培训
• 对 Kong 的产品有哪些独特之处有很好的理解
• 了解我们的客户开发、市场和客户经理团队是如何协作的
在第二个月结束时，你将：
• 能够就 Kong 与客户进行电话沟通
• 与我们的客户经理团队一起处理你的第一个机会
• 观摩大量通话并练习了多次角色扮演
• 开始完成你的成长配额
在第三个月结束时，你将：
• 熟悉我们的销售漏斗，并有信心为我们的销售团队增加价值
• 明确执行我们的销售方法论
• 向我们的客户开发和市场组织提供见解，帮助我们继续迭代和改进
• 完成你的成长配额
你将带来的：
• 1-2+ 年的销售或客户接触经验
• 自主性强，有达成并超越目标的记录
• 具备“猎人”心态——擅长拓展客户、冷电和跟进来电线索，有强烈的获胜欲望
查看英文原文
Are you ready to unlock intelligence?
If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
Kong is the API and AI gateway company powering the connections behind the world's most demanding digital businesses, and now, its AI agents. We're building the infrastructure layer that lets enterprises govern APIs, tokens, and autonomous agents with equal confidence.
Why Kong?
The Mission: We sit at the center of the shift from traditional API management to AI Gateway and token governance helping enterprises put guardrails around the agentic systems they're racing to deploy.
The Momentum: Category-defining product, enterprise logos, and a GTM engine built from the ground up for the AI era, not retrofitted onto one.
The DNA: We look for people who treat outbound as a craft, not a numbers game. Curious operators who want to run at the frontier of AI-led selling.
The Role
AI hasn't just changed what we sell, it's changed how we sell it. As an Account Development Representative (ADR) at Kong, you'll be one of the first voices prospects hear about the next generation of API and AI Agent management, and you'll do it using the same class of AI-native tooling and signal-based workflows we sell.
You won't be grinding through generic call lists. You'll operate inside a signal-based pipeline built on tools like Nooks, Octave, and ZoomInfo, surfacing accounts showing real buying intent (competitor churn signals, funding events, tech-stack shifts, hiring patterns) and turning that intelligence into sharp, personalized conversations.
What You'll Be Doing
- Run signal-based prospecting across a defined set of intent categories competitive displacement, infrastructure investment, AI/agent initiatives, and more, rather than blanket outbound.
- Partner with Marketing and RevOps to build AI-assisted, auto-personalized outbound sequences across email, LinkedIn, and phone.
- Use AI-enabled prospecting and enrichment platforms to research accounts, tailor messaging, and multi-thread into CFO, CTO, and CISO personas.
- Qualify and convert inbound interest quickly, applying a modern qualification framework built for fast-moving AI buying cycles (tension, economic impact, buying mandate, proof, and optionality) rather than legacy checklist selling.
- Continuously test messaging, sequencing, and calling approaches, treating your pipeline like an experiment you're always optimizing.
- Build a point of view and public presence in the API/AI infrastructure space, becoming a trusted resource for prospects navigating this shift.
- Feed market and competitive intelligence back to GTM leadership to sharpen targeting and messaging over time.
- Deepen your product fluency by partnering closely with Sales and Product, especially on how enterprises are approaching AI Gateway and token governance.
Your pipeline directly fuels a company at the center of one of the biggest infrastructure shifts in software.
Essential Skills
- 1-2+ years of SDR/ADR experience in high-growth B2B SaaS, ideally selling a technical or infrastructure product within the Public Sector.
- Genuine AI curiosity - you've used (or are eager to master) modern AI-native prospecting tools, not just traditional sequencers.
- Growth mindset - you treat skill as something built through reps, feedback, and iteration.
- Comfortable on the phone and unafraid of cold outreach; you track and improve your own conversion rate.
- Resilient and self-driven - rejection is data, not a verdict.
- Coachable - you actively seek feedback and adapt quickly to new plays and tooling.
Who Thrives Here
You'll fit right in if you:
- Get energized by fast-moving AI and infrastructure markets.
- Want ownership over your process from signal to sequence to booked meeting.
- Value a culture of experimentation over rigid scripts.
- Care about the quality of every touch, not just the volume.
*Bonus points if you've got exposure to APIs, cloud-native platforms, or AI/agent tooling but curiosity and drive matter more than a specific resume line.
Life at Kong
- Competitive medical, dental, and vision coverage
- 401(k) program
- Equity - you help build the category, you share in the upside
- Flexible PTO + company holidays
- Wellness and mental health support
- Learning and development budget
- Hybrid work model with regional hubs
- Regular team events and company offsites
Kong is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected status.
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About Kong:
Kong Inc., the AI Connectivity Company, is building the connectivity layer of AI. Trusted by the Fortune 500® and AI-native startups alike, Kong’s unified API and AI platform enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI traffic — on any model, any cloud. For more information, visit www.konghq.com http://www.konghq.com.