Cognota

Enterprise Account Executive

Cognota

full-time

Posted on:

Location Type: Remote

Location: Canada

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Salary

💰 $140,000 - $160,000 per year

About the role

  • Own the full enterprise sales cycle, from outbound prospecting and inbound follow-up through close and expansion
  • Partner closely with SDRs to develop target account strategies, refine messaging, and convert meetings into qualified opportunities
  • Proactively prospect into target accounts and build pipeline independently in addition to SDR-sourced opportunities
  • Lead executive-level discovery conversations focused on capacity constraints, competing priorities, budget tradeoffs, and execution risk across Learning, Talent, and HR
  • Position Cognota as the system of record for capacity planning, operational execution, and measurable outcomes
  • Apply MEDDPICC to qualify opportunities, identify deal risk, and drive alignment across buying committees
  • Use Sprint Selling principles to maintain deal momentum, define clear outcomes for every interaction, and accelerate decision-making
  • Deliver high-impact product demos, independently tailoring each demo to customer needs and business context
  • Build, manage, and forecast a healthy pipeline with accuracy and discipline
  • Maintain strong Salesforce hygiene, ensuring leadership has clear visibility into deal status, risks, and next steps
  • Keep leadership informed and engage executives strategically when their involvement can help advance opportunities
  • Navigate enterprise procurement processes, including security, legal, privacy, and vendor onboarding
  • Partner cross-functionally with Marketing, Product, Customer Success, and RevOps to continuously refine messaging and improve conversion.

Requirements

  • 5+ years of enterprise SaaS sales experience, with consistent quota attainment
  • Proven experience selling enterprise software into HR, Talent, and/or Learning organizations
  • Demonstrated success owning a full-cycle sales motion, including prospecting, discovery, demos, negotiation, and close
  • Ability to run your own product demos and lead executive-level conversations
  • Strong working knowledge of enterprise sales methodologies, including MEDDPICC and Sprint Selling, with practical application
  • Experience selling solutions related to planning, prioritization, capacity management, or operational execution
  • High standards for Salesforce hygiene, pipeline management, and forecast accuracy
  • Ability to operate independently, manage a territory like a business, and maintain momentum across complex deals
  • Strong executive communication skills, with the ability to keep leadership informed and engage executives strategically when needed
  • Comfortable partnering closely with SDR and Marketing while also self-sourcing pipeline.
Benefits
  • Unlimited PTO
  • Company-wide “You Days”
  • Paid day off on your birthday
  • Comprehensive medical, dental, and vision coverage starting day one
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise salesSaaS salesfull-cycle salesprospectingproduct demosnegotiationMEDDPICCSprint Sellingpipeline managementforecast accuracy
Soft Skills
executive communicationindependent operationstrategic engagementcollaborationleadershipadaptabilityproblem-solvingtime managementrelationship buildingdecision-making