Kentik

• Partner closely with senior leaders to provide thought leadership and strategic People and HR consultation, aligning people strategies with business objectives • Lead cross-functional People initiatives and programs from concept to execution (e.g., org design, engagement, performance, workforce planning), ensuring delivery on time and within scope • Drive change management and organizational development efforts that increase agility, efficiency, and effectiveness across teams • Act as a coach and advisor to leaders at all levels on team effectiveness, performance management, career development, and employee engagement • Collaborate with People team counterparts to build and scale initiatives that support a diverse, inclusive, and high-performing workforce • Identify talent gaps, succession risks, and development opportunities; provide candid, data-informed insights to inform talent planning and org design • Support and help shape the implementation of enterprise-wide programs (e.g., talent reviews, engagement surveys, competency frameworks), tailoring adoption for client groups • Champion our culture and values, working as a cultural steward across leadership levels and business units • Contribute to continuous improvement efforts within the People function; proactively identify process enhancements and solutions to support organizational growth • Remain flexible to support business-critical projects and ad hoc initiatives in a fast-paced SaaS environment.

• Identify and foster key customer champions across different parts of the customer organization and take responsibility for the customer’s long-term health and success • Support customers through the Kentik Customer Journey: from on-boarding through adoption, to renewal and growth • Establish and maintain rapport with all assigned accounts • Work closely with your team of Post-Sales Engineers, Account Executives, Product Management, Sales Engineers and Kentik Leadership to ensure customers have an optimal experience and achieve their desired outcomes • Identify and call out account risks • Capture key customer needs, translate them to internal tasks, and execute • Aim to become each customer’s trusted advisor by displaying a high degree of emotional intelligence and being each customer’s advocate back to other Kentik teams • Ability to work in a customer-first, team collaborative setting, supporting other team members and sharing what is working as well as what could be improved • Travel on-site to key customers as needed

• Prospect for new business to rapidly expand territory coverage and build a strong new-logo pipeline • Generate a consistent, high volume of qualified opportunities to drive predictable, repeatable revenue • Maintain disciplined pipeline hygiene to support accurate forecasting and reliable business planning • Own the full sales cycle — coordinating closely with product, solutions engineering, product management, customer success, alliances/channel, and marketing teams to deliver seamless customer experiences • Drive quarter-over-quarter territory growth by balancing new business acquisition with thoughtful account expansion • Partner with marketing to design and execute demand-generation programs and field events that fuel new pipeline • Stay up-to-date on competitor positioning and industry trends to inform your sales strategy and strengthen customer conversations

• Understand and map out platform requirements from both Customers and Product Managers, define the associated roadmap for the platform to support these, and work with both backend and frontend engineering teams to deliver them • Act as Product Management’s main liaison with Platform engineering, teaming up with them to deliver next levels of scale, or unlock technology evolutions to enable future features in all lanes of our portfolio • Roadmap and orchestrate the development of these new features, support their timely delivery and lifecycle, be the internal and customer champion who owns them • Further define and strengthen Kentik’s API first strategy and drive evolutions that help our customers integrate Kentik more tightly into their infrastructure operations • Partner with Kentik’s Engineering and Operations team to further productize and package our OnPrem vs SaaS platform deployments • Own the strategy, lifecycle and roadmap for all of the company’s Telemetry agents • Extend the breadth of Kentik’s platform capabilities in areas such as: topology, event management, external Internet datasets used for telemetry enrichment • You don't only craft products - you deliver the accompanying vision and strive to deliver a compact yet clearly defined message to both customers and partners within the company

• Own and drive the product roadmap for platform UI, balancing user experience improvements, cross-product consistency, and feature delivery • Define and evolve a coherent information architecture, navigation model, and interaction patterns across the platform • Partner closely with platform and backend product teams to align on shared data models, APIs, and platform primitives that power the UI • Translate customer research, product usage data, and domain expertise into clear product requirements and prioritized work • Identify UX inconsistencies, redundant patterns, and fragmentation across products, and drive alignment toward a unified experience • Work closely with design to ensure high-quality, usable, and scalable user experiences • Engage regularly with customers including network engineers, NetOps teams, and SREs to validate direction and uncover unmet needs • Define success metrics for platform UI initiatives and measure impact post-launch • Support cross-product decisions that impact the overall user experience across Kentik • Identify opportunities to integrate AI-driven capabilities such as intelligent alerting, natural language interfaces, and contextual recommendations into the UI

• Lead product marketing activities for the Kentik Cloud, Synthetics, and Security products and solutions • Develop and own the go-to-market plan, segment and persona strategy, messaging, positioning, and storytelling for Kentik solutions for the Enterprise market. • Develop product level messaging and content reflecting end-to-end workflows and use cases which align to business outcomes • Enhance and own the integrated product launch program, partnering with product management, marketing, sales, customer success, partner teams, and enablement to drive business impact  • Identify target personas, understand their key business problems, and pain points, and articulate Kentik’s value proposition to drive desired outcomes • Oversee creation of, audit, and maintain core assets: messaging frameworks, value propositions, customer presentations, web content, solution briefs, other marketing collateral, and executive buyer narratives • Partner with revenue marketing, sales, and channel teams to facilitate message pull-through in campaigns and sales and customer success conversations • Create effective plays and enablement for sales and CS teams • Work closely with product management to align marketing with product features and roadmap

Who we are Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context — from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, and synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks. What we do Do you love helping customers implement innovative solutions and solve technical problems? Do you have a passion for learning about the latest technologies? Do you have a knack for helping customers understand the unique business value that a technical solution provides? Are you ready to bring a combination of technical skills, business acumen, and a do-whatever-it-takes attitude to help customers successfully leverage the Kentik solution to transform their businesses? Kentik is looking for a Solutions Engineer to support our growing sales team and help bring the Kentik solution to market. This is an excellent opportunity to join one of Kentik’s most important technical teams, work with some of the best and brightest engineers in the industry, and develop your skills within one of the most innovative companies in the networking space. Solution Engineers at Kentik have the opportunity to help shape our product strategy and enable a broad set of use cases by working directly with our customers. What you'll do - Manage all technical aspects of the sales process including product demonstration, proof of concept, customer on-boarding, and feature requests - Respond to RFIs, RFPs, and RFQs - Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities - Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization - In collaboration with Customer Success, post-sales engineering check-ins with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems - Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives - Attend trade shows, conferences, and meetups - Requires frequent travel (30%+), often on short notice, including regular onsite meetings with current and prospective customers, with fluctuations by territory and quarter What you'll bring Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role! - 5+ years experience in a high tech sales/solutions engineering or systems/network engineering role - Must be located on the U.S. West Coast - Ability to conduct technical conversations with prospects ranging from staff-level engineers and architects to senior executives - Strong verbal and written communication skills - Experience managing Cisco/Juniper routers and your own Linux servers - Strong understanding of network and application protocols (e.g. DNS, BGP, Netflow, TCP/IP, HTTP, SNMP) and their use for infrastructure design and operations - Programming proficiency in a scripting language - Understanding of DDoS attacks and basic mitigation methods What we offer Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We’re very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers. The base salary range for this position is: $133,000 - $168,000, with an expected overall targeted earnings (OTE) range of: $190,000 - $240,000. The salary range and OTE reflect the low and high end of the U.S. range Kentik reasonably and generally expects to pay the hired candidate in this role. The actual salary offered may be lower or higher than the stated range depending on various factors, including but not limited to: - Experience with the skill sets required for success - Demonstrated competencies and potential - A geographic market-based approach In addition to a great career opportunity, Kentik offers stellar benefits for our employees, which include: - 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents - Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family - Paid family & medical leave - Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays - 401(k) retirement account - Home office reimbursement - Stock options Note: Benefits are as listed for all US full-time employees. For compensation, international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate. Come work with us The true meaning of Kentik is visibility. We’re committed to making sure everyone feels empowered to use their voice, has a sense of belonging, and is represented at Kentik. We don’t look for individuals who fit the culture, but those who will continue to add to the culture. We encourage everyone to apply, especially those individuals who are underrepresented in the industry: people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), veterans, and people of any age or family status. Kentik is committed to creating an inclusive interview process. If you require a reasonable accommodation during the application or interview process, please reach out to recruiting@kentik.com. Come as you are! You will be working at a fast-growing, well-funded startup alongside industry thought leaders and network aficionados as we build the future of observability and set the high bar for how network operations and digital businesses should run. With a competitive salary and amazing benefits on top of the meaningful and challenging projects you’ll take on, we’re sure you’ll enjoy joining the Kentik team. #li-remote

• Manage all technical aspects of the sales process including product demonstration, proof of value, customer on-boarding, and feature requests • Respond to RFIs, RFPs, and RFQs • Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities • Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization • Conduct post-sales engineering check-ins (in collaboration with Customer Success) with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems • Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives • Attend trade shows, conferences, and meetups • Travel to customers in designated territory

Who we are Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context — from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, and synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks. What you'll do Do you love helping customers implement innovative solutions and solve technical problems? Do you have a passion for learning about the latest technologies? Do you have a knack for helping customers understand the unique business value that a technical solution provides? Are you ready to bring a combination of technical skills, business acumen, and a do-whatever-it-takes attitude to help customers successfully leverage the Kentik solution to transform their businesses? Kentik is looking for a Solutions Engineer to support our growing sales team and help bring the Kentik solution to market. This is an excellent opportunity to join one of Kentik’s most important technical teams, work with some of the best and brightest engineers in the industry, and develop your skills within one of the most innovative companies in the networking space. Solution Engineers at Kentik have the opportunity to help shape our product strategy and enable a broad set of use cases by working directly with our customers. - Manage all technical aspects of the sales process including product demonstration, proof of value, customer on-boarding, and feature requests - Respond to RFIs, RFPs, and RFQs - Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities - Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization - Conduct post-sales engineering check-ins (in collaboration with Customer Success) with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems - Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives - Attend trade shows, conferences, and meetups - Travel to customers in designated territory What you'll bring Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role! - 5+ years experience in a high tech sales/solutions engineering or systems/network engineering role - Located in Europe - Fluent in English and French - Experience managing networking equipment, cloud environments and linux servers - Knowledge of network and application protocols (e.g. DNS, BGP, Netflow, TCP/IP, HTTP) and their use for infrastructure design and operations - Strong understanding of monitoring, observability, analysis and performance monitoring - Excellent verbal and written communication skills - will be conducting technical conversations with prospects ranging from staff-level engineers and architects to senior executives - Understanding of Security and governance topics applicable to network infrastructure - Expertise in deploying cloud networking - Willingness to travel as needed Nice to haves: - Since this role will support customers across multiple countries, candidates who are fluent in additional languages will have an advantage - Previous work experience supporting architects, network engineers and systems engineers from Tier 1 and 2 carrier, or large Enterprise accounts - Knowledge of one or more public cloud architectures (e.g. AWS, GCP, Azure) - Background or product interest in security, performance, monitoring, and/or infrastructure space - Desire to specialize in Generative AI and Large Language Models - Scripting proficiency in Python, Bash, Ansible, Perl or similar coding expertise - Basic database and/or SQL experience - Familiarity with open source technologies such as Elastic, Grafana, and Prometheus - Ability to use API calls as a tool for fast integration with 3rd party systems. - Early member of a sales team at a hyper-growth startup What we offer Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We’re very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers. In addition to a great career opportunity, Kentik offers stellar benefits for our employees, which include: - 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents - Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family - Paid family & medical leave - Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays - 401(k) retirement account - Home office reimbursement - Stock options Note: Benefits are as listed for all US full-time employees. For compensation, international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate. Come work with us The true meaning of Kentik is visibility. We’re committed to making sure everyone feels empowered to use their voice, has a sense of belonging, and is represented at Kentik. We don’t look for individuals who fit the culture, but those who will continue to add to the culture. We encourage everyone to apply, especially those individuals who are underrepresented in the industry: people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), veterans, and people of any age or family status. Kentik is committed to creating an inclusive interview process. If you require a reasonable accommodation during the application or interview process, please reach out to recruiting@kentik.com. Come as you are! You will be working at a fast-growing, well-funded startup alongside industry thought leaders and network aficionados as we build the future of observability and set the high bar for how network operations and digital businesses should run. With a competitive salary and amazing benefits on top of the meaningful and challenging projects you’ll take on, we’re sure you’ll enjoy joining the Kentik team. #li-remote

• Develop and execute a comprehensive account strategy for new business with new customers to rapidly expand given territory • Generate a high volume of new opportunities to deliver predictable business • Work closely with customers and channel partners to drive market adoption of Kentik’s solution • Diligently manage pricing discussions, pipeline, leading to accurate forecasting • Develop long-term strategic relationships with enterprise customers • Achieve QoQ growth in your territory • Work collaboratively with Solutions Engineers and Marketing to build demand gen programs that generate net new pipeline for your territory • Maintain up-to-date knowledge of competitors and industry trends • Travel is a requirement and you must be able to travel on short notice