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Kong is the API and AI gateway company powering connections for the world's most demanding digital businesses. The company is building the infrastructure layer that lets enterprises govern APIs, tokens, and autonomous agents with confidence, sitting at the center of the shift from traditional API management to AI Gateway and token governance.
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. 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.
Key Responsibilities:
- Run signal-based prospecting across defined intent categories: competitive displacement, infrastructure investment, AI/agent initiatives, and more
- 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 using a modern qualification framework built for fast-moving AI buying cycles (tension, economic impact, buying mandate, proof, optionality)
- Continuously test messaging, sequencing, and calling approaches, treating your pipeline as 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
- Feed market and competitive intelligence back to GTM leadership to sharpen targeting and messaging
- Deepen product fluency by partnering closely with Sales and Product on how enterprises approach AI Gateway and token governance
You'll work in a culture that values experimentation over rigid scripts, quality over volume, and ownership over process. The role offers exposure to one of the biggest infrastructure shifts in software, with direct impact on company growth.
Requirements:
- 1-2+ years of SDR/ADR experience in high-growth B2B SaaS, ideally selling a technical or infrastructure product
- Genuine AI curiosity; experience with or eagerness 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
- Bonus: exposure to APIs, cloud-native platforms, or AI/agent tooling (but curiosity and drive matter more)
