Account Executive

About the role

We're seeking an Account Executive to join our growing team. This role focuses on converting qualified opportunities from mid-market and enterprise organizations into customers. Key responsibilities include building relationships, understanding customer needs, communicating the value of Cognito Forms, and guiding prospects through the purchasing process.

Responsibilities

• Own inbound sales opportunities from initial engagement through close
• Manage and maintain a healthy pipeline, working with multiple opportunities across different stages of the buying process
• Run structured discovery sessions to understand customer goals, workflows, and pain points
• Clearly articulate the value of Cognito Forms to business buyers, including non-technical stakeholders
• Navigate pricing, proposal, and contract discussions, and lead negotiations
• Manage multiple stakeholders within customer organizations, from end users to economic buyers, and build champions who can drive decisions internally
• Maintain accurate pipeline, opportunity, and forecast data in CRM
• Achieve or exceed monthly and quarterly revenue targets
• Partner with Customer Success to identify upsell and expansion opportunities within the existing customer base
• Bring customer and market insights back to Product, Marketing, and Leadership to help shape how Cognito grows

Requirements

• 3–5 years of B2B SaaS sales experience with a consistent track record of meeting or exceeding quota
• Experience running a structured sales process — from discovery through negotiation and close — across mid-market or enterprise accounts
• Strong discovery skills: the ability to uncover customer goals, workflows, and pain points and connect them to a solution
• Clear, confident communication with both technical and non-technical stakeholders, including executives and economic buyers
• Comfortable leading pricing, proposal, and contract discussions, including navigating procurement and legal processes
• Experience using CRM platforms (Salesforce, HubSpot, or similar) to manage pipeline and forecast accurately
• Self-directed and organized — able to manage a high volume of opportunities without losing momentum or attention to detail
• Experience selling no-code or low-code software to business buyers
• Familiarity selling into operations, administration, or business process functions rather than purely IT or engineering

Qualifications

• Proven success in B2B sales, particularly in mid-market and enterprise environments
• Ability to build strong relationships with key decision-makers
• Effective communication skills, both written and verbal
• Experience with no-code or low-code software
• Understanding of business process improvement and operational efficiency

Skills

• B2B sales experience
• Structured sales process management
• Discovery and problem-solving skills
• CRM proficiency
• No-code/low-code software expertise
• Business process improvement knowledge

Benefits

• Direct visibility into company leadership
• Opportunity to influence the sales function's development
• Work with a small, focused sales team

Pay

Competitive salary and benefits package

Schedule

Full-time position