Enterprise Account Executive

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take ownership of the entire enterprise sales process, encompassing outbound prospecting, inbound follow-ups, closing deals, and expanding relationships.

• Collaborate closely with Sales Development Representatives (SDRs) to create strategies for target accounts, enhance messaging, and turn meetings into qualified opportunities.

• Actively prospect within target accounts and independently build a pipeline, in addition to leveraging opportunities sourced by SDRs.

• Conduct executive-level discovery discussions that focus on capacity limitations, competing priorities, budget considerations, and execution risks across Learning, Talent, and HR sectors.

• Establish Cognota as the definitive system for capacity planning, operational execution, and measurable results.

• Utilize the MEDDPICC framework to qualify opportunities, pinpoint deal risks, and foster alignment among buying committees.

• Implement Sprint Selling techniques to sustain deal momentum, set clear objectives for every interaction, and expedite decision-making processes.

• Provide impactful product demonstrations, customizing each session to meet the specific needs and business context of the customer.

• Build, oversee, and accurately forecast a robust sales pipeline with discipline.

• Ensure Salesforce is maintained with high standards, providing leadership with clear insights into deal status, risks, and next steps.

• Keep leadership updated and strategically involve executives when their participation can facilitate the progression of opportunities.

• Navigate through enterprise procurement procedures, covering aspects such as security, legal, privacy, and vendor onboarding.

• Collaborate cross-functionally with Marketing, Product, Customer Success, and RevOps to consistently refine messaging and enhance conversion rates.

⛳️ Requirements

• Over 5 years of experience in enterprise SaaS sales, with a consistent track record of meeting quotas.

• Proven track record of selling enterprise software to HR, Talent, and/or Learning organizations.

• Demonstrated success in managing the complete sales cycle, including prospecting, discovery, demonstrations, negotiations, and closing deals.

• Capability to conduct your own product demonstrations and lead executive-level discussions.

• Strong familiarity with enterprise sales methodologies such as MEDDPICC and Sprint Selling, along with practical application experience.

• Experience in selling solutions related to planning, prioritization, capacity management, or operational execution.

• High standards for maintaining Salesforce hygiene, managing pipelines, and ensuring forecast accuracy.

• Ability to work independently, treat a territory like a business, and maintain momentum in complex sales scenarios.

• Excellent executive communication skills, capable of keeping leadership informed and strategically engaging executives when necessary.

• Comfortable working closely with SDRs and Marketing while also generating your own 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