Team Lead, Account Development Representatives

Are you ready to unlock intelligence

If you dont think you meet all of the criteria below but are still interested in the job please apply. Nobody checks every box - were looking for candidates that are particularly strong in a few areas and have some interest and capabilities in others.

ABOUT THE ROLE

Kong is hiring an ADR Team Lead to support our NEMEA region: the UK Benelux and Nordics. This is a player-coach role. Youll carry your own pipeline targets while taking an active hand in developing the team around you especially the newer ADRs still finding their footing.

Youll work closely with and report into the Senior Manager for NEMEA. Youre shaping how the team operates not running it solo. Think of this as a high-impact individual contributor role with a leadership layer built in: the natural next step for an ADR whos ready to start making other people better not just themselves.

Our NEMEA team is already strong. Driven independent hitting their numbers. What they need isnt more oversight. They need someone who sharpens how the team works especially around process and tooling while making sure newer reps get the support to ramp fast.

Youll report to Oscar Winberg. He moves fast sets a high bar and expects people to bring solutions not just flag problems. Hes direct so youll always know exactly where you stand and he expects that same directness back: if you disagree he wants the pushback backed by data not silence. Earn his trust and hell hand you real ownership. What he wont do is hand-hold so this role suits someone whod rather be given room to run than told exactly what to do.

WHAT YOULL DO

Carry your own number. Youll hit your own pipeline targets as an active ADR. Your activity and results set the standard for everyone watching. Youll contribute to weekly forecasting alongside the Senior Manager.

Support newer ADRs. Youll be the first point of contact for less tenured reps helping them ramp faster and build good habits early. Youll help with onboarding alongside the Senior Manager and Enablement and run regular 1:1s with newer ADRs. Different reps need different things from you so youll read where each person is and adjust your coaching accordingly rather than running the same playbook on everyone. Youll help build individual development plans grounded in a real read of each reps attitude process and results and youll flag underperformance early with context instead of letting it fester.

Coach and upskill the team. Youll support team coaching sessions: live dialling pitch practice feedback loops. Youll run or contribute to upskilling initiatives on your own or with Enablement. Youll share whats working best practices sequences outbound approaches with the wider team and give direct specific feedback often recognizing strong work and not letting bad habits slide.

Sharpen process and tooling. Youll help spot where the teams workflows and tooling could run more efficiently and support the Senior Manager in rolling out improvements without stripping reps of their autonomy. Youll be the go-to person for best practice on Salesforce Outreach and the teams automation tools.

Contribute to the wider GTM motion. Youll keep strong alignment with your AE partners and take part in pipe review cadences. Youll support the Senior Manager in preparing performance updates and regional insights and join bi-weekly RD cadences where it makes sense.

WHAT YOULL BRING

• Hands-on ADR or SDR experience. You know what this job feels like from the inside not just what it looks like from a deck.

• A real coachs instinct. You get energy from making other people better not just from hitting your own number.

• The ability to juggle competing priorities without dropping the ball. Your own quota coaching newer reps and process work will all pull on your time in the same week and you know how to decide what actually matters right now.

• Strong time management. This is one we screen for directly not something we assume comes with experience.

• A bias for building. You spot what needs fixing and go build it rather than working only through a list of tasks someone else handed you.

• Analytical rigor. You make calls based on data not gut feel and youre comfortable being specific about why a number moved including when that number is going the wrong way.

• A track record of top-tier performance that holds up on both counts: the day-to-day discipline that drives it (activity sequence execution pipeline hygiene) and the results that discipline produces quarter over quarter not just once.

• Real trust with your AE and RD partners earned through consistency not just alignment on paper.

• Transparency especially with leadership especially when something isnt on track. Wed rather hear it early than find out later.

• The kind of presence the team actually looks up to not just reports to.

• Comfort in an allbound model with a heavy outbound emphasis.

• Self-awareness and a genuine investment in growing as a leader.

• Language skills relevant to the UK Benelux or Nordics are a bonus not a requirement.

CULTURE AND VALUES

The EMEA SDR team are weather makers. We dont wait for opportunity we create it. Were accountable relentless and we invest in each other like no other team does.

• Relentless. Energy and intention every day. Every challenge is a chance to get stronger.

• Character. Good humans first. Integrity humility and keeping our word.

• Together. No one gets left behind. Differences make us better not harder to manage.

• Truth. Radical honesty. We say the hard things with care. Thats how we move fast.

• Accountable. We own our results bias toward action and dont wait to be told.

• Pioneering. We take up space experiment and bring creative thinking to every challenge.

In NEMEA specifically we operate in mature markets. We dont manufacture urgency we earn entry by knowing the landscape better than the prospect does. Were pipeline gardeners: patient precise persistent.

We dont book meetings. We build pipeline.

This role is a genuine development opportunity. For the right person its the foundation of a leadership career at Kong.

#LI-TR1

About Kong:

Kong Inc. the AI Connectivity Company is building the connectivity layer of AI. Trusted by the Fortune 500 and AI-native startups alike Kongs unified API and AI platform enables organizations to secure manage accelerate govern and monetize the flow of intelligence across APIs and AI traffic on any model any cloud. For more information visit .

Required Experience:

Manager