Enterprise Account Executive

🕒 May 12

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Cognota

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11 - 50 employees

Cognota is the first and only LearnOps® platform for corporate Learning and Development teams.

📋 Description

• 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