Cogito instantly analyzes hundreds of conversational behaviors to provide live guidance combined with a real-time measure of customer experience. As we continue to build business, we’re hiring Client Directors into both our Strategic Accounts and Enterprise Sales teams. The Client Director, Insurance role is responsible for growing our top line by selling software to the largest companies within the Insurance vertical. Successful candidates will have experience selling multi-million dollar enterprise business applications to both new and existing customers and will be responsible for extending Cogito’s position in assigned accounts, providing strategic vision, tactical execution and leadership necessary to drive business growth, increase adoption and market share.

The position requires frequent travel, substantial direct contact with senior management and executives within assigned accounts, and the ability to build and leverage strong interpersonal business relations within Cogito and the customer organizations. Additionally, individuals in this role will be responsible for qualifying new leads and building strategic account plans.

Responsibilities:

• Prospect and develop opportunities with key stakeholders to envision, develop and implement the Cogito software solution
• Articulate the strength and value proposition of Cogito, positioning our solution as a long-term supplier and business partner to advance the mission of the account
• Develop and maintain a pipeline of opportunities for business growth
• Utilize experience in consultative sales to help clients leverage Cogito to achieve their business goals
• Develop and deploy strategic account plans for customers that clearly delineate business goals and growth strategies for each
• Develop and maintain detailed working knowledge of accounts within portfolio, key business drivers, key business stakeholder’s business models and the competitive landscapeUnderstand the customer’s decision-making processes and constraints – time, budget, relationships etc
• Execute the buyer’s journey for all opportunitiesLeverage cross-divisional resources to define and execute on the account strategy
• Work cross-departmentally throughout Cogito to position opportunities for maximum business and operational success – marketing, product and services
• Work collaboratively with internal technology and behavioral science teams to improve processes and ensure customers understand our value proposition and how they can succeed with Cogito
• Build market awareness and recognition for Cogito, successfully positioning Cogito strategy, vision and market leadership with key business executives across portfolios
• Demonstrate a thoughtful understanding of insightful industry knowledge within Insurance

Requirements:

• Must have 8+ years of successful experience in multi-million dollar sales campaigns
• Must have enterprise business application sales in a “new category” for early adopter market
• Must be comfortable presenting to and working with the most senior business executives across customer service and operations
• Must be able to provide subject matter expertise to key stakeholders within Insurance
• Experience in managing the sales cycle including prospecting, proposing, and closing
• Experience building strong partnerships and advocacy with customers
• Strong track record of meeting and exceeding sales goals

Skills:

• Coachable and intellectually curious
• Team player who knows how to work across the organization
• Persistent salesperson with a sense of urgency
• Excellent presentation, white-boarding, and negotiation skills including good listening, probing, and qualification abilities
• Experience executing insight selling methodologies
• Strategic thinking with a global orientation, strong problem-solving and analytical skills, and the ability to execute in complex situations at the tactical level
• Strong written and verbal communication and presentation skills; ability to gain the respect of and influence management, board members, customers, and colleagues at all levels
• Understanding of the dynamics of high-growth companies, the ability to work effectively in a demanding, challenging and rapidly changing environment

Benefits

• Your choice of comprehensive benefits for you and your family’s health, dental, vision, disability, and life insurance

• Frequent catered lunch and live product demos

• 401(k) retirement plan options

• Ongoing professional development and cross-training

• 20 days vacation time, 5 days sick time, 2 floating holidays and 11 company holidays (yes, Patriot’s Day is a holiday)

• 2 "Be Gentle" personal days

• Company paid parental leave upon hire

• Competitive pay, stock options, and annual bonus eligibility

• Casual dress and fun office atmosphere

• Pre-tax commuter benefits

• Stocked groceries in the kitchen

• Office location in the heart of Boston with convenience to the MBTA lines

Equal Opportunity Employer

Cogito is a proud equal opportunity employer. We are committed to fair hiring practices and to creating a welcoming environment for all team members. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, disability, age, familial status or veteran status.

Authorization to Work

Applicants for employment in the US must be authorized to work in the US.