Cognota is on a mission to power Learning Operations (LearnOps) for all enterprises with its category-creating software. Our values shape a collaborative, honest, and engaging work culture. We strive for continuous improvement, driving excellence and enjoying the journey along the way.
The Role
The Enterprise Software Sales Representative is responsible for driving revenue by selling complex software solutions to large organizations, managing complex sales cycles, building strong relationships with key decision-makers across multiple departments, and delivering tailored solutions that address their specific business needs, while consistently exceeding sales quotas and achieving strategic growth objectives.
Responsibilities
● Prospecting and Lead Generation: Identify and qualify potential enterprise clients through market research, networking, and cold outreach to generate new sales opportunities.
● Needs Analysis: Conduct in-depth consultations with prospective clients to understand their business challenges, pain points, and identify how your software can provide value.
● ROI Documentation: Represent how the platform Return on Investment and the payback period in a format that’s easy to understand and easy to articulate.
● Solution Selling: Develop customized proposals and presentations tailored to each client's specific needs, showcasing the features and benefits of the software solution.
● Relationship Building: Establish strong relationships with key decision-makers at the C- suite level, including IT managers, business leaders, and stakeholders, to navigate complex buying cycles.
● Product Demonstrations: Deliver compelling product demonstrations, showcasing the software's capabilities and functionality to address client concerns.
● Negotiation and Closing: Lead sales negotiations, manage pricing discussions, and close deals to achieve sales targets and revenue goals.
● Account Management: Maintain ongoing relationships with existing clients, providing post-sale support, addressing concerns, and identifying upselling and cross-selling opportunities.
● Sales Pipeline Management: Accurately forecast sales opportunities, manage the sales pipeline, and ensure timely follow-up on leads and prospects.
● Collaboration: Work closely with marketing, customer success, and technical teams to ensure a seamless customer experience throughout the sales cycle.
Requirements
● 10+ years of success selling complex enterprise software solutions.
● If you've sold to Learning & Development and/or into Finserv, it will go a long way.
● Deep understanding of the software industry, market trends, and competitive landscape.
● Excellent communication, presentation, and negotiation skills.
● Strong consultative selling approach with the ability to tailor solutions to client needs.
● Ability to build rapport and manage relationships with senior executives.
● Strong analytical and problem-solving skills.
● Proficiency in CRM tools and sales methodologies.
● Bachelor's degree in business, sales, or a related field.
Some of our great benefits:
● Competitive pay complemented by stock options.
● Medical, dental, vision, and extended health coverage from day one.
● Professional development opportunities through access to internal mentors.
● A flexible, remote-first way of working.
