Account Manager

About Kernel Agents are starting to sell, buy and operate on behalf of companies. But before an agent can close a deal, qualify an account, route a lead or assess risk, it has to answer a basic question: which company is this?   Today, that answer is messy, and no one answers it reliably. Business identity lives across CRMs, ERPs and third-party datasets full of duplicates, missing parent companies, stale addresses and incorrect enrichment. The cost shows up across the enterprise: sales teams miss revenue opportunities because they lack the right account context; operations teams take on avoidable exposure because risk signals are fragmented or wrong; and finance teams end up chasing, writing off, or defaulting on bad debt that should have been caught earlier.   Humans have worked around that mess for years. Agents cannot. They need a reliable business identity layer they can trust.   Kernel is building that layer: the business registry for agents. We issue a permanent KERN ID for every business, plus the context an agent needs to act on it. Ops, data and revenue teams at Gong, Legora, Mistral, Canva and Checkout already use Kernel on their own systems. Agents are next, and there will be far more of them.   We have raised $14M from top VCs and operators at Plaid, OpenAI, Slack and others, and we are growing 5x YoY. The Role We're looking for a dedicated Account Manager to own and accelerate expansion across our existing customer base. This is a high-impact, commercial role for someone who thrives on closing mid-six-figure deals with enterprise teams. We've grown fast without dedicated expansion resources, but the opportunity is massive. Our team has identified millions of dollars in qualified pipeline, and we need a closer who can convert it. You'll own a book of business worth $2M+ ARR across high-growth mid-market and enterprise companies (~200-8,000 employees), managing complex, multi-stakeholder sales cycles from discovery through close. This role is for someone who has managed 6 and 7 figure clients selling into technical buyers, particularly RevOps, GTM Operations, or Sales teams. You'll be measured on Net Revenue Retention and your ability to execute consultative, value-based selling at scale. Important to know: - Hours: This is 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 (Borough). Most people do 5. What You’ll Be Doing - Own and execute complex expansion and renewal cycles across a $2M+ book of mid-market and enterprise accounts, managing deals from low-five through to six figures with technical, multi-stakeholder buying groups. - Drive Net Revenue Retention by proactively identifying expansion opportunities, negotiating renewals, and preventing churn across your portfolio. You'll be commercially accountable for growing the revenue in your book. - Execute consultative, value-based selling by deeply understanding each customer's RevOps challenges, articulating clear ROI, and positioning Kernel as mission-critical infrastructure for their CRM data strategy. - Own the full customer relationship alongside Implementation/Solutions Engineers, proactively sourcing expansion opportunities through account mapping, strategic outreach, and deep engagement with your accounts to identify growth potential. - Build and refine our Account Management playbook as a key member of our growing Account Management team, helping establish repeatable processes for expansion motions, renewal cadences, and cross-functional collaboration that will scale with the team as we grow - Partner cross-functionally with Product, Engineering, and GTM leadership to shape our expansion strategy, feed critical customer insights into the product roadmap, and help define our enterprise selling motion. - Navigate complex contracts, security reviews, and legal discussions independently, moving deals forward without constant support from leadership or legal. More specifically, you will be: - Speaking the language of RevOps professionals, discussing CRM hierarchies, data hygiene, territory planning, and the technical challenges of managing company data at scale. - Becoming the best person in the company at explaining and pitching the product, translating technical capabilities into clear business value for VP-level stakeholders. - Running data-driven account reviews and strategic planning sessions to prioritize where to invest your time for maximum revenue impact. What You Bring - 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. What We Offer We will do our best to offer you a ride of a lifetime. It will not be easy, but it will be thrilling. - 💰 Salary: £100k-£140k OTE + equity - 🗓️ 24 days holiday per year + bank holidays - 🥕 £450 Monthly Office Dinner Allowance - ✈️ 2 weeks work-from-anywhere - 🍼 Generous parental leave policy - 💼 Pension plan - 💻 Top-spec equipment and central London office - 🎉 Team events and dinners - 🚀 Work directly with the founders to scale the systems that power enterprise AI - 🏆 High-autonomy, high-trust environment with a small team shipping at pace ❤️ Team Head of Sales, Dave Bentham Account Manager, Lewis Goode Interview Process Stage 1 – Introductory call with hiring manager, Dave Stage 2 – Case Study with Dave & Team Final Stage – Values interview with the Founders If there is mutual fit, we move to references and offer