Senior Account Executive, SLED (East)

We need to output HTML fragment with sections: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. We need to parse the posting. First, "Who are we?" is about company description. Could be "About the role"? Actually "About the role" is typical heading for description of role. The posting includes "Why this role?" and description of responsibilities. So we can put that under "About the role" or "Responsibilities". The instruction: use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we need to decide which sections to include. We have content: - Company description: "Who are we? Cohere is the leading security-first enterprise AI company..." This is about the company, not role. Could be placed under "About the role"? Might be better as a brief intro before sections, but instruction says do NOT repeat job title as heading; we can include a

about company before sections. It's allowed. - "Why this role?" then description of responsibilities: list of bullet-like sentences. We can put under "Responsibilities". Also "As An Account Executive, You Will ..." list. - "You May Be a Good Fit If You Have ..." list of qualifications/requirements. Could be under "Requirements" and "Qualifications". Might split: Requirements (experience, knowledge) and Qualifications (skills). But we can combine. - "Cohere is committed to fair and transparent pay practices." then salary range: "Compensation Range: $230K - $430K". That's Pay section. - Benefits: list of perks: weekly lunch stipend, health benefits, RRSP matching, etc. That's Benefits. - Schedule: Not explicitly mentioned. There's mention of remote-friendly, offices, etc. No explicit schedule like full-time, hours. Could infer full-time but not stated. Should not create Schedule unless posting actually states them. So omit Schedule. - Skills: maybe we can extract from "You May Be a Good Fit If You Have": includes communication skills, technical acumen, organizational skills, etc. Could be Skills section. - Qualifications: maybe education? Not given. Could omit Qualifications if no specific content. We need to preserve ALL substantive information; do not invent or summarize away detail. So we need to include all details from posting, but we can group them. We must not include boilerplate: cookie/navigation/legal/EEO/equal-opportunity/scam-warning, duplicated lines, application instructions. The posting includes some scam warning and equal opportunity statements at end: "We strive to create an inclusive work environment..." and "Should you require any accommodations..." and "We may use AI-enabled tools..." and "Beware of Scams:" etc. Those are boilerplate; we should remove them. Also "How And Where We Work" section includes remote-friendly description; that's substantive about work arrangement, could be included maybe under "About the role" or a separate section? Not in list of headings; but we could include as part of "About the role" or maybe as a separate section like "Work Arrangement". But only allowed headings are those listed; we should not create new headings. So we can incorporate that info into existing sections, maybe under "About the role" or "Benefits"? It's about work arrangement, not benefits. Could put under "About the role" as a paragraph. We must not include the "How And Where We Work" heading itself; we can embed its content. Also need to include Pay section with salary range. We must not include "Compensation Range: $230K - $430K" as a heading; we will put under

Pay

then a

with that range. Now, let's extract substantive content: Company description (Who are we?): - Cohere is the leading security-first enterprise AI company. - We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems. - We’re training and deploying frontier models for enterprises who are building AI systems. - We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that. - We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. - Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft. - We are a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul. - Join us! Why this role? (responsibilities): - As an Account Executive at Cohere you will have ownership of the full sales cycle - from identifying leads to closing deals, with State, Local and Higher Education customers in the Western region of the United States. - In this role you will be focussed on business development activity within the government departments and agencies at the state and local level, as well as within higher education within your territory. - We’re looking for an approachable and compelling communicator who loves working with SLED customers to uncover their needs and feels comfortable developing tailored value propositions around how Cohere’s platform can help them drive better citizen outcomes. - You’ll lay the foundation for Cohere’s growth by owning your territory and collaborating with teammates across Customer Success, Sales Development, Marketing, and Sales Engineering. - You’ll be the voice of the field and help our Product and Engineering teams prioritize the Cohere roadmap with customer-centric care. - In this highly self-directed role, you will thrive in a quickly evolving environment. - As An Account Executive, You Will: - Drive net-new customer acquisition through targeted outbound activity, senior leader engagement, and relationship building across SLED organizations. - Develop and execute a sales plan and prioritization for the SLED market in your territory, identifying pathways and partners to scale growth regionally. - Act as a trusted advisor and thought partner to SLED customers and prospects by understanding their goals and shaping AI solutions that deliver measurable value. - Work closely with channel and local partners, particularly Distributors and VARs as well as major system integrators to scale outreach, accelerate adoption, and maximize customer success. - Leverage senior-level relationships with executives and government decision-makers to drive strategic opportunities and long-term partnerships. - Collaborate with Product and Engineering teams on strategic efforts to deliver enterprise and public-sector solutions. - Partner with SDRs and Marketing to drive top-of-funnel activity and overall territory growth. - Own the full sales cycle; including discovery, technical and business validation, proof-of-concept, procurement, and deal close within a team-selling environment. You May Be a Good Fit If You Have: - 5+ years of direct public sector sales experience in the SLED Market, with a proven track record of closing $2M+ annual quotas. - Deep knowledge of SLED procurement cycles and decision-making processes, how to work with resellers, VARs and distributors. - Established regional network, including state and local departments and agencies, prime contractors, and industry associations. - Experience selling SaaS, AI/ML, or enterprise software solutions to government clients. - High tolerance for ambiguity, you are both a strategist and a hands-on operator capable of building a market from the ground up. - Strong organizational skills, with the ability to manage multiple internal and external stakeholders across fast-moving deals. - Creativity and strong technical acumen to structure unique, mutually beneficial partnerships. - Excellent communication skills, you listen deeply, understand what matters to senior decision-makers, and confidently present to both technical and non-technical audiences. - Preference given to candidates within California, Texas, Washington, Arizona and Colorado with willingness to travel (25-35%). Pay: - Cohere is committed to fair and transparent pay practices. The salary range listed for this role reflects the expected base compensation. Actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, education, and experience. - Compensation Range: $230K - $430K Benefits: - Full-Time Employees At Cohere Enjoy These Perks: - A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch. - Full health and dental benefits, including a separate budget for mental health. - RRSP matching, 401K, Pension Scheme. - 100% Parental Leave top-up for up to 6 months, for either parent. - Annual enrichment benefits: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit. - Education & learning stipend for conferences, courses, and coaching. - 6 weeks of paid vacation (30 working days!). - Budget for traveling to other offices if you are remote, plus an annual company offsite. Work arrangement (How And Where We Work): - Cohere is remote-friendly, but we also have offices in Toronto, London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul with more opening soon. - For those in the office: a daily lunch program, plenty of snacks, and regular community and social events. - For those not near an office: a co-working benefit so you can work alongside others in your city. - Everyone receives a $500 home office stipend to set up your workspace properly. We should incorporate that into maybe a section "About the role" or maybe a separate section not in list; but we can put under "About the role" as a paragraph. We must not include EEO etc. So we will cut after benefits. Now decide sections: - About the role: could include company description and why this role? Actually "About the role" typical includes role overview. We'll put the "Why this role?" description there. - Responsibilities: could include the bullet list under "As An Account Executive, You Will". Might be overlapping with "Why this role?" but we can separate: "Why this role?" is more general; responsibilities list is detailed. We'll put responsibilities as a separate section. - Requirements: could include the "You May Be a Good Fit If You Have" list (experience, knowledge, network, etc.) maybe also include preference for location/travel. - Skills: could include communication skills, technical acumen, organizational skills, creativity, etc. But those are already in the "You May Be a Good Fit". Might be redundant. Perhaps better to put Requirements for experience/knowledge, and Skills for soft/technical skills. We'll split. - Qualifications: maybe education? Not present. Could omit. - Benefits: as above. - Pay: as above. - Schedule: not present, omit. We must not create sections with filler. So we will include About the role, Responsibilities, Requirements, Skills, Benefits, Pay. Now we need to ensure we preserve all substantive information. Let's list all bits and ensure they appear somewhere. Company description bits: need to include somewhere. Could be in About the role as introductory paragraph. Why this role? bits: include in About the role as well. Responsibilities bits: the bullet list under "As An Account Executive, You Will". Must include all. Requirements bits: the list items: 5+ years experience, deep knowledge of SLED procurement cycles, established regional network, experience selling SaaS/AI/ML to government clients, high tolerance for ambiguity, strong organizational skills, creativity and strong technical acumen, excellent communication skills, preference for location/travel. Some of these overlap with skills; but we can put experience/knowledge in Requirements, and soft/technical skills in Skills. Skills bits: communication skills, technical acumen, organizational skills, creativity, etc. Also maybe "high tolerance for ambiguity" could be skill. We'll decide. Let's parse the "You May Be a Good Fit If You Have" list: 1. 5+ years of direct public sector sales experience in the SLED Market, with a proven track record of closing $2M+ annual quotas. -> Requirement (experience) 2. Deep knowledge of SLED procurement cycles and decision-making processes