Mid-Market Account Executive
Kernel · London, England, United Kingdom
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- On site
- Full-time
- £160,000 / year
- London, England, United Kingdom
Job highlights
- Close six-figure deals in AI data accuracy.
- Join early-stage, VC-backed startup.
- Build sales processes from scratch.
- Collaborate directly with founders.
- Receive generous OTE and equity.
About the role
About Kernel
Enterprise AI only works when the underlying data is accurate — but most CRMs are filled with duplicates, broken hierarchies, and outdated information that undermine forecasting, territory planning, and AI deployments.
We've raised a $14M Series A from top VCs and operators at Plaid, OpenAI, Slack and others to solve this with Agentic Company Data — the AI-native alternative to Dun & Bradstreet.
RevOps teams at Gong, Navan, Mistral, AlphaSense, and Zip use Kernel to eliminate duplicates, fix hierarchies, and deliver the accuracy they need to operate with confidence. What a RevOps expert can do manually for a single record, Kernel can do safely at scale for an entire CRM. Our platform gives teams confidence in the data foundation that powers enterprise decision-making and AI.
The Role
We are looking for our first Account Executives. Our first ramped AEs are far exceeding quota, so we know the motion works. We are currently booking more meetings than we can handle. You’ll immediately have a book of exceptional opportunities. Our targets call for millions of additional ARR this year. You will play a major role in that.
Important To Know
Hours - This will be an exciting but intense job. Kernel is growing extremely fast and hours can often be long. Many of our customers are on the West Coast, and meetings can be held late in the evening.
Working location - Minimum 4 days a week in the London office (most people do 5).
Responsibilities
- You’ll manage complex sales cycles with some of the best mid-market and emerging enterprise businesses out there (~500-5,000 employees), from mid-five through to six-figure deals.
- Most opportunities will be sourced for you by the SDR team, however sourcing additional pipeline is expected.
- You’ll collaborate with the wider team on GTM strategy as we expand our ICP & experiment in other verticals.
- You’ll help to create our sales processes as you build them.
- You’ll become the best person in the company at explaining & pitching the product.
- You’ll work closely with product, engineering, and customer success, bringing in insights from across the company and performing an essential part of our product feedback loop.
Your Traits
- Entrepreneurial: creative, resourceful, generalist.
- All-in: hard-working, excited to stretch yourself, willing to take out the trash.
- Clear thinker, good writer: you can crisply articulate your ideas, goals, and plans and help our customers make sense of hairy consulting-like problems.
Essential Qualifications
- 3-7 years of experience.
- At least 1 year consistently closing deals worth $50k+/year in a multi-stakeholder sales process, consistently hitting six- to seven-figure targets.
- Ability to execute on a consultative, solutions-oriented, value-based selling methodology.
- Track record of consistent over-achievement in past sales roles.
- Ability to discuss technical concepts with prospective customers and translate requirements into a demonstrable product.
- Comfort negotiating and navigating contracts, security and legal discussions without support.
- Strong verbal, written, and interpersonal skills.
Nice-To-Have
- Startup/scale-up experience is a plus.
- Experience selling to Revenue Operations, GTM and/or Sales teams.
- Familiarity with Salesforce.
What We Offer
- Working directly with the founding team.
- Dinner: Free when working past 6 pm.
- Holidays: 24 days plus bank holidays.
- £140k-160k OTE + meaningful equity (our first AEs are on track to exceed this)
- Equity: Option grant on employee-friendly terms.
- Ability to work abroad for 2-weeks a year
Interview Process
- Stage 1 – 30-minute intro call with Charlie. You’ll discuss your sales experience and motivations.
- Stage 2 – 30-minute Hiring Manager Screen with Dave (Head of Sales). You’ll discuss your sales experience and motivations.
- Stage 3 – Discovery role play (≤ 2 hours prep).
- Final Stage – Founders interview with Anders (CEO) and Marcus for culture and values alignment.
If there is mutual fit, we move to references and offer.
Bots need not apply. If you're a human, include the number of high-value accounts that were added to Remote's CRM from using Kernel (in the Remote case study on our website) in your application.
Key skills/competency
- Account Executive
- Mid-Market Sales
- Enterprise Sales
- Salesforce
- CRM Data Accuracy
- Revenue Operations
- GTM Strategy
- Consultative Selling
- Deal Closing
- Startup Environment
Skills & topics
- Account Executive
- Sales
- Mid-Market Sales
- Enterprise Sales
- AI
- SaaS
- CRM Data
- Revenue Operations
- GTM Strategy
- Business Development
How to get hired
- Tailor your resume: Highlight your experience with closing six-figure deals and consultative selling. Quantify achievements like consistent over-achievement and exceeding sales targets.
- Craft a compelling application: Reference the Remote case study and include the specific number of high-value accounts added to their CRM from using Kernel.
- Prepare for interviews: Be ready to discuss your sales experience, motivations, and demonstrate your ability to articulate complex technical concepts. Practice role-playing sales scenarios.
- Showcase your traits: Emphasize your entrepreneurial spirit, all-in attitude, and clear thinking/writing abilities. Demonstrate your resourcefulness and ability to work in a fast-paced startup.
- Understand the role: Research Kernel's AI-native data solution and its benefits for RevOps teams. Be prepared to discuss how you can contribute to their GTM strategy and sales process development.
Technical preparation
Understand CRM data challenges.,Practice consultative selling techniques.,Learn Kernel's AI product features.,Prepare for technical concept discussions.
Behavioral questions
Describe an entrepreneurial sales success.,How do you handle long work hours?,Share an example of clear thinking.,How do you build trust with clients?
Frequently asked questions
- What is the expected OTE for the Mid-Market Account Executive role at Kernel?
- The Mid-Market Account Executive role at Kernel offers a competitive On-Target Earnings (OTE) of £140k-160k, with the potential for first-year AEs to exceed this. Meaningful equity is also included, providing a significant opportunity for long-term reward.
- What is the work arrangement for the Mid-Market Account Executive position at Kernel?
- This role requires a minimum of 4 days per week in the London office, with many employees opting for 5 days. While there's an ability to work abroad for 2 weeks a year, the primary work arrangement is office-based in London.
- What are the key responsibilities of a Mid-Market Account Executive at Kernel?
- As a Mid-Market Account Executive, you will manage complex sales cycles for mid-market to emerging enterprise businesses, closing deals from mid-five to six figures. You'll also contribute to pipeline generation, collaborate on GTM strategy, help shape sales processes, and act as a product evangelist.
- What experience is essential for the Mid-Market Account Executive role at Kernel?
- Essential qualifications include 3-7 years of experience, with at least 1 year of consistently closing deals worth $50k+/year and hitting six- to seven-figure targets. You need a consultative, solutions-oriented selling approach, a track record of over-achievement, and the ability to discuss technical concepts and navigate contracts.
- How does Kernel ensure data accuracy for its clients?
- Kernel addresses data inaccuracies in CRMs by using Agentic Company Data to eliminate duplicates, fix hierarchies, and provide up-to-date information. This ensures RevOps teams have a reliable data foundation for forecasting, territory planning, and AI deployments.
- What is the interview process for the Mid-Market Account Executive role at Kernel?
- The interview process involves four stages: an introductory call with Charlie, a Hiring Manager Screen with Dave (Head of Sales), a Discovery role-play exercise, and a final Founders interview focusing on culture and values alignment.
- What makes Kernel unique compared to traditional data solutions?
- Kernel offers an AI-native alternative to traditional solutions like Dun & Bradstreet. Its platform can safely process entire CRMs at scale, providing a confidence in the data foundation that powers enterprise decision-making and AI, unlike manual expert interventions.
- How can I stand out as an applicant for the Mid-Market Account Executive position at Kernel?
- To stand out, include the specific number of high-value accounts added to Remote's CRM from using Kernel, as mentioned in their case study. Demonstrating an entrepreneurial mindset, all-in attitude, and clear communication skills will also be highly valued.