VP of Sales - Life Sciences and Process Manufacturing

Cognite; United States; On-site; USD 120,000 - 200,000; Full time

Job summary

A tech company specializing in industrial digitalization seeks a VP of Sales to lead their sales team. Responsibilities include recruiting and mentoring sales talent, developing territory strategies, and managing complex sales cycles. Candidates should have over 5 years of software sales leadership experience, ideally with SaaS solutions. Boston and other North East US locations are preferred, and a commitment to value-based selling is essential. This role offers the chance to contribute to significant digital transformations in major industries.

Qualifications

• 5+ years of software sales leadership experience with references.
• Direct sales experience exceeding quotas in enterprise software.
• Experience selling SaaS solutions to C-Level executives.

Responsibilities

• Recruit, develop, and mentor sales talent.
• Develop and execute territory strategy for growth.
• Manage complex sales cycles and lead sales teams.
• Forecast monthly and quarterly sales results.

Skills

Detail oriented

High energy leadership

Strong relationship building

C-Level selling experience

Sales process standardization

Value-based selling

Time management

Education

Bachelor’s degree

Master’s degree (preferred)

Tools

Salesforce

MEDDPICC methodology

Job description

Overview

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, we accelerate the digital transformation to drive operational improvements. Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.

Mission

We thrive in challenges, challenge assumptions, and 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 where AI and data meet ingenuity, forging a smarter, more connected industrial future.

How you’ll demonstrate Ownership

As the VP of Sales, you will report to the President of Cognite Americas and lead a team that will win new and repeat business from large companies in the Life Sciences and Process Manufacturing verticals. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.

Responsibilities

• Recruit, develop and mentor top sales talent.
• Develop and execute a territory strategy to drive bookings growth and win new customers.
• Drive successful value realization and expansions at existing customers.
• Manage complex sales cycles and lead your extended territory team (pre-sales, sales operations, value delivery, etc.) to delight your prospects and customers.
• Persistently drive the commitment to value‑selling processes by your team, including command the message and MEDDPICC.
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers.
• Negotiate favorable pricing and business terms with large enterprises by selling value and.
• Achieve bookings targets while developing satisfied and reference‑able customers.
• Accurately forecast monthly and quarterly results through rigorous processes to convert leads to prospects, drive pipeline growth and assess and manage sales cycles.
• Provide timely and insightful input back to other corporate functions, particularly product management and marketing.
• Approximately 50% travel on client site and to our US offices.

The Impact you bring to Cognite

• Detail oriented, high‑energy leader 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; experience as an executive sponsor with customers an advantage.
• Demonstrated ability to lead a direct sales team that has consistently grown ARR at double digit rates (not Channel or Partner‑based).
• 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.
• Specific experience in selling into relevant industry segments including Pharmaceutical, Bio‑Pharma and Contract Manufacturing; Medical Devices; Medical Products; Food and Beverage; CPG; Pulp and Paper; Metals Producers; Building Materials; and Fertilizer Manufacturers.
• Self‑starter, able to work in a team environment, and superb time management and prioritization 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.
• Experience rapidly scaling a sales organization in size and complexity.

Required Qualifications

• 5+ years of successful, referenceable software sales leadership experience.
• In addition to sales leadership, 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.
• Boston and other North East US locations preferred; other locations may be considered.

Preferred Experience

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Minimum Bachelor’s degree; a relevant Master’s degree is preferred.

Excellent written and verbal communication skills, including stellar presentation skills.

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

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.