Enterprise Account Executive

Role Overview

• 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

• Health insurance
• Time to recharge with unlimited PTO
• Paid day off on your birthday
• Company-wide “You Days”
• Comprehensive medical, dental, and vision coverage starting day one