Account Executive

Account Executive, Life Sciences

Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve some of the world's hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements. Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.

What Cognite is Relentless to Achieve

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not step back - you'll feel at home here. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.

How You'll Demonstrate Ownership

As the Sales Account Executive, you will engage with prospects to win business from large companies in the Life Sciences verticals. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.

Achieve bookings targets while developing satisfied and reference-able customers

Develop and execute a territory strategy to drive bookings growth and win new customers

Through active prospecting and your personal network of contacts, generate new pipeline and provide commercial insights to prospective clients on how Cognite's solutions will address the most important areas of their value chain

Manage complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers

Utilize value-selling processes alongside demonstrating a wealth of knowledge of Cognite's solutions and how they impact our customer's value realization

Negotiate favorable pricing and business terms with large enterprises by selling value and ROI

Develop a commanding knowledge of Cognite's solutions and how they uniquely drive value realization with your customers

Accurately forecast monthly and quarterly results

Update salesforce.com on a regular basis

Provide timely and insightful input back to other corporate functions, particularly product management and marketing

Present and demonstrate our solutions in-person and via web-based presentations

Approximately 50% travel on client site and to our US offices

Develop a commanding knowledge of Cognite's solutions and how they uniquely drive value realization with your customers

The Impact You Bring to Cognite

Detail oriented, high-energy sales professional with strong relationship-building skills and a focus on delighting customers in every phase of our engagements

Proven experience selling at C-Level both in business and IT

Specific experience in selling SaaS solutions, cloud deployments and subscription pricing model, commanding a deep understanding of software sales processes and terminology including ARR, NRR, TCV and Services Bookings

Self-starter, able to work in a team environment, and superb time management and prioritization skills

Excellent communication skills, including stellar presentation skills

Has demonstrated a dedication to driving standardization to sales processes to ensure consistent and scalable results

Committed to value based selling and is savvy at helping customers create business cases with quantified ROI to justify new investments

Can explain the respective value chains for process and discrete manufacturing - including the key economic drivers; the business, people, and technical inter-dependencies; the digitalization opportunity with Industry 4.0

Well-versed in important manufacturing use cases, such as yield optimization, production visibility, higher operator productivity, quality improvement, predictive maintenance, and higher machine utilization

Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning

Required Qualifications and Preferred Experiences

5+ years successful Software Sales Experience into Life Sciences companies is required (Pharma, Bio-Pharma and Contract Manufacturing, Medical Devices and Medical Products)

5+ years of direct sales experience carrying and exceeding a quota and selling enterprise software/software-as-a-service (Business Intelligence/Data Warehouse/Big Data/Advanced Analytics/Machine Learning/Automation/Operational Technology) to C-level executives

Previous training in Command of the Message, MEDDPICC and Salesforce is a plus, but not a requirement.

Boston and other North East US locations preferred, other locations may be considered

Minimum Bachelor's degree. A relevant Master's degree is preferred.

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment.