Enterprise Account Executive

Job Title:

Enterprise Account Executive –

Location:

Remote (North America based) –

Employment Type:

Full-Time, Permanent – Existing Vacancy:
This is a replacement role at Cognota. – Compensation: $140,000–$160,000 annually + commissions, depending on experience + benefits
* About Cognota

Cognota is a growing SaaS company based in Canada, focused on enabling organizations to scale their learning operations and workforce enablement. We’re a small but ambitious team building category-defining software, serving customers across North America and partnering with enterprise platforms.

We’re hiring an Enterprise Account Executive to drive enterprise revenue by selling Cognota’s differentiated value around capacity planning and execution. This is a hands‑on, quota‑carrying role for a disciplined enterprise seller who owns their business end to end.

While you’ll work closely with SDRs and marketing to drive top‑of‑funnel activity, this role requires full ownership of your pipeline, including your own prospecting, discovery, demos, deal strategy, and close. Success comes from treating your territory like a business and driving momentum through structure, urgency, and strong execution.

• 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 Rev Ops to continuously refine messaging and improve conversion.

• 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.

• The opportunity to build and scale a repeatable revenue engine at a category‑defining SaaS company shaping the future of Learn Ops, Talent Ops, and HROps.
• Close partnership with executive leadership across Revenue, Finance, Product, and Marketing to drive pipeline, forecasting rigor, and predictable growth.
• Clear ownership of revenue outcomes with visibility…