• Deliver up to $700K+ in annual new business growth by employing both inbound and out-bound sales motions • Utilize insight and consultative selling techniques to identify the unique challenges faced by growing businesses, proposing tailored solutions with Criteria Corp’s platform. • Stay informed about market trends and adapt strategies based on industry insights. • Coach customers and build consensus around Criteria Corp’s solutions within their business. • Employ value and consultative selling to identify customer needs, develop value-added propositions, and generate proposals and pricing structures. • Create strategies with management to navigate potential obstacles in the sales process. • Establish relationships with decision-makers across various mid-market sectors. • Implement a targeted sales strategy to meet revenue goals through new business development with a focus on small businesses. • Collaborate with internal teams to address customer needs effectively. • Manage the full sales cycle, from initial outreach to negotiations and closing. • Keep the CRM updated with customer information for strategic planning.

Are you ready to power the World's connections? 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. About the role: We are seeking a committed Commercial Sales Executive with a successful background in sales and account management, ideally within open source or similar enterprise software environments. In this role, you will be a key driver of our growth strategy, directly impacting the stability and expansion of our recurring revenue. This position is ideal for a sales professional who has experience in landing new clients, retaining existing customers, and driving account expansion for early-stage enterprise products in a dynamic, entrepreneurial setting. What You’ll Be Doing: - Develop and execute sales strategies to target commercial customers, focusing on building and maintaining a robust pipeline that drives long-term growth. - Own the entire sales cycle, from prospecting and initial outreach to contract negotiations and closing deals, while consistently meeting or exceeding revenue targets. - Collaborate with internal teams, including product, marketing, and customer success, to ensure a seamless sales experience and alignment on customer needs. - Identify customer pain points and align our solutions to address these, delivering customized product demos and presentations tailored to their specific business needs. - Build and nurture relationships with C-level executives and key decision-makers within target accounts, establishing yourself as a trusted advisor and ensuring customer satisfaction and retention. - Lead account planning efforts by researching potential customers, understanding industry trends, and developing strategies to win new business and grow existing accounts. - Monitor and manage sales activities and results, accurately forecasting opportunities and keeping detailed records of interactions and progress in CRM systems. - Stay updated on industry trends, competitor offerings, and market changes to position our product effectively and maintain a competitive edge. - Contribute to business growth initiatives, providing feedback to product and marketing teams to influence product development and go-to-market strategies. - Represent Kong with professionalism, acting as a brand ambassador at industry events, conferences, and customer meetings. What You’ll Bring: - 5+ years of experience in commercial sales (<1k employees), with a proven track record of closing complex deals in a SaaS, cloud, or enterprise software environment. - Demonstrated success in selling to small to medium enterprises, particularly to senior-level executives and across multiple departments. - Strong consultative selling skills, with the ability to understand customer needs and present compelling solutions that drive business outcomes. - Excellent communication and negotiation skills, capable of managing high-stakes conversations and building lasting relationships with stakeholders. - A results-driven mindset, with a passion for meeting and exceeding sales goals and revenue targets. - Experience working with CRM platforms (e.g., Salesforce) and leveraging data to forecast accurately and track sales metrics. - Knowledge of open-source software, APIs, or infrastructure software is highly advantageous. - Ability to thrive in a fast-paced, entrepreneurial environment, taking ownership of your sales territory and adapting to changing market dynamics. - Analytical and strategic thinking, with a knack for identifying business growth opportunities and devising plans to capitalize on them. #LI-JS2 About Kong: Kong Inc., a leading developer of API and AI connectivity technologies, is building the infrastructure that powers the agentic era. Trusted by the Fortune 500 and startups alike, Kong's unified API and AI platform, Kong Konnect, enables organizations to secure, manage, accelerate, govern, and monetize the flow of intelligence across APIs and AI models. For more information, visit www.konghq.com.

About Labrynth Regulation is the single largest bottleneck to global growth and opportunity. Labrynth was built to fix this. We are an AI-native company building mission-context evaluation systems for high-stakes regulatory environments. We transform federal regulations, doctrine, and compliance frameworks into measurable, auditable, machine-evaluable intelligence. Today we power nuclear licensing evaluations against NRC/DOE requirements, labor compliance across 150+ regulatory frameworks, municipal permitting for U.S. building code systems, and regulatory benchmarking across global jurisdictions. On track to 5x ARR this year. Well funded. Operating across six geographies. Defining the category. About the Role We are looking for a senior seller who has closed complex deals in regulated markets and understands that the best sales processes are built, not inherited. You will own your pipeline, and sell into sophisticated buyers across $250K to $1M+ ACV deal cycles. Owning one or more of Labrynth's active verticals across our global business and government segments, including nuclear and energy regulation, labor compliance, government regulatory operations, and municipal permitting. Vertical assignment depends on your experience and background. You'll report to the Head of Sales and work alongside a small, high performing team. What You Will Do - Own full-cycle deal execution from first touch to signed contract with global enterprise and government buyers - Lead consultative discovery, solution scoping, and executive-level negotiations tailored to each buyer's regulatory context - Build ROI-driven business cases that translate regulatory complexity into measurable outcomes - Develop and iterate on playbooks, sequences, and repeatable systems that scale across verticals - Own CRM discipline, forecasting accuracy, and pipeline velocity in HubSpot - Represent Labrynth at conferences, industry events, and in-person meetings with senior buyers What We Are Looking For A hunter with 5+ closing complex enterprise deals in the $250K to $1M+ range in regulated industries. Experience selling into energy, nuclear, infrastructure, construction tech, govtech, permitting, or compliance. Fluency in structured sales methodology (MEDDPICC, Challenger, SPIN) and strong technical selling skills. - Not afraid to pick up the phone, knock on a door, and shake a hand - Built pipeline from nothing and turned it into revenue - Advanced experience using Claude, HubSpot, LinkedIn Sales Navigator, Apollo, Slack, and ClickUp What You Will Get - Ground-floor position at the company building the regulatory intelligence layer for the world's most complex industries - OTE designed for six-figure sellers with uncapped upside and meaningful equity at a stage where it compounds - Quarterly team offsites - High trust, low ego, high velocity. The kind of environment where the people around you make you better, not slower - Location: Remote (Travel Required) - Compensation: Competitive Base ($100,000) + Performance Upside ($200,000 OTE) + Equity How We Hire Character. Competence. Commitment. In that order. Every person we bring on must be net additive to the entire team. We take this seriously. If this is the kind of opportunity you have been waiting for, we would like to hear from you.

Description Title: Account Specialist - Agricultural Energy Efficiency Location:  Remote CA - must be located in CA with the ability to travel to the Central Valley and Southern California to be considered Ready to make a difference?   We are seeking a proactive and results-driven Account Specialist  to support the expansion and success of our agricultural utility incentive programs. This field-based role is pivotal in engaging farmers and installation contractors across California’s Central Valley to promote sustainable construction practices and ensure high-quality project execution. Why you will love working here:  - Quality of life: Flexible workplace arrangements, work-life balance  - Investment of the community: Donation matching, volunteer opportunities  - Investment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan  - And many, many more (Ask your recruiter for more details!)  What you will be doing: - Stakeholder Engagement: - Recruit and build strong relationships with farmers, builders, and installation contractors to participate in utility-sponsored rebate and incentive programs. - Program Education & Support: - Educate stakeholders on available financial incentives, energy efficiency benefits, and program requirements. Answer technical questions and recommend next steps to support project success. - Field Assessments & Data Collection: - Conduct on-site energy assessments at farms, including fields, barns, and greenhouses. - Collect detailed and accurate data, measurements, and project documentation from customers. - Project Oversight & Quality Assurance: - Coordinate and schedule QA/QC activities such as field inspections. - Conduct project quality assessments to ensure compliance with utility standards. - Prepare summary reports identifying energy-saving opportunities and findings from site visits. - Program Development & Strategy: - Contribute to the evolution of program strategies and the design of new features and services. - Support the deployment of marketing and outreach campaigns to increase program visibility and participation. - Administrative Support: Assist in reviewing and processing applications, technical reports, and project documentation to ensure timely and accurate program delivery. - Travel Requirements: This is a field-based role requiring regular travel throughout California’s Southern Central Valley. Must have a reliable vehicle for local travel. Requirements are up to 50% of the time within the Central Valley and Southern California (reimbursement for mileage provided). Additional Responsibilities: - Opportunity Identification: Identify energy efficiency opportunities for farms, greenhouses, and other eligible agricultural businesses. - Savings Goals: Help customers achieve their energy savings goals. - High-Quality Service: Ensure a high standard of customer service throughout the process. What we need you to have (minimum qualifications): - Bachelor’s Degree (one year of professional experience may be substituted for one year of education) - 2+ years of experience in the fields of agriculture (animal science, livestock, horticulture and/or environmental science), utilities, energy efficiency and/or a related field - Able to lift boxes no heavier than 30 pounds, climbing stairs and ladders, driving, walking, standing, above head arm movements  - Must have valid driver’s license and successfully pass a Motor Vehicle Records (MVR) check  What we would like you to have (preferred qualifications):  - Experience working in the agricultural industry around California  - Experience with Microsoft Office Suite - Advanced knowledge of agricultural energy-efficient technologies   - Customer service and/or sales conversion experience  - Bilingual is a plus - Ability to work effectively in a remote environment while managing field-based responsibilities Working at ICF ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future. We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy. We will consider for employment qualified applicants with arrest and conviction records. Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email Candidateaccommodation@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.  Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act. Candidate AI Usage Policy At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process.  However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at candidateaccommodation@icf.com. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.   Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position based on full-time employment is: $73,770.00 - $125,408.00 California Remote Office (CA99)