Account Executive
Cognite
Salary undisclosed
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Description
What Cognite is: Relentless to achieve
Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve 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.
We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.
Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.
- 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
- Negotiate favorable pricing and business terms with large enterprises by selling value and ROI
- Achieve bookings targets while developing satisfied and reference-able 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
The Impact you bring to Cognite
- 5+ years successful Software Sales Experience into the Chemical Manufacturing vertical is required
- 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
- Experience with Operational Technology equipment and related software, such as Honeywell Connected Plant, Emerson Plantweb/AMS, GE/Meridum APM, Aveva, Bentley, and OSIsoft PI
- 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) to C-level executives
- Proven track record meeting and exceeding software/SaaS bookings goals with new customers in a Direct sales role (not Channel or Partner-based)
- Experience starting, managing, and closing complex sales cycles
- Trained in Command of the Message and/or MEDDPICC
- Detail oriented, strong relationship-building skills and a focus on a high level of customer service
- Excellent written and verbal communication skills, including stellar presentation skills
- Self-starter, able to work in a team environment, and superb time management and prioritization skills
- Savvy at helping customers create business cases with quantified ROI to justify new investments
- Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning
- Start-up experience (Series A, B, or C)
- Bachelor's degree
A snapshot of our many perks and benefits as a Cogniter
- Competitive compensation
- 401(k) with employer matching
- Competitive health, dental, vision & disability coverages for employees and all dependents
- Unlimited PTO
- Paid Parental Leave Program
- Employee Referral Program
- Impact 2025
- Cognite's Industrial AI: Moonshot
- We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.
Benefits
- 401(k)
- paid time off
- parental leave
About this role
Cognite is seeking an Account Executive to drive new business in chemical manufacturing, selling its AI and data solutions that help industrial customers accelerate digital transformation. You'll own a territory, prospect actively to build pipeline, and shepherd complex enterprise sales cycles from initial engagement through close—working alongside pre-sales engineers and other functions to demonstrate how Cognite's platform addresses critical manufacturing challenges like yield optimization, predictive maintenance, and production visibility.
This role demands deep expertise in manufacturing operations and the software ecosystem that supports them. You'll need at least five years selling enterprise software or SaaS (particularly in data, analytics, or machine learning) directly to C-level buyers, plus specific knowledge of chemical and discrete manufacturing value chains, OT equipment platforms, and industry use cases. Experience with sales methodologies like MEDDPICC or Command of the Message, combined with the ability to build quantified ROI business cases, is essential. Start-up experience is valued. The position is based in Houston but remote-eligible, though approximately 50% travel to customer sites and offices is expected.
You'll be compensated competitively with 401(k) matching, comprehensive health coverage, unlimited PTO, and paid parental leave. Success here means consistently hitting bookings targets while building reference-able customers who see measurable business results from Cognite's solutions.
How this employer is doing
average
- H1B: Sponsors Visas
- Recent Acquisition
- Sponsors Visas
Typical pay for this role
$100,000
Typical range: $60,000 to $140,000
In the news
Schneider Electric acquires Cognite in $3.1 billion deal, Yahoo Finance
Pay for this role
The employer didn't post a pay range for this role. That usually means pay is set in negotiation, which favors whoever arrives with numbers. Check ranges on comparable Account Executive postings in USA (Houston), and analyze any offer before you accept it.
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