Strategic Account Executive - Energy (Oil and Gas) & Utilities

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?

Role Overview:

In this role, you will have ownership of the full sales cycle - from identifying leads to closing deals with Global 2000, large enterprises within the Energy (oil and gas) and Utility sectors. We’re looking for an approachable and compelling communicator who loves working with prospects to uncover their needs and feels comfortable developing tailored value propositions around how Cohere’s platform can help them achieve their business goals. You’ll lay the foundation for Cohere’s growth by owning your territory and collaborating with teammates across customer success, sales development, marketing, and solution architecture. You’ll be the voice of the field and help our product and engineering teams prioritize the Cohere roadmap with customer-centric care. It’s a highly self-directed role, so you should be someone who thrives in an unstructured and quickly evolving environment. And your opportunity for impact will be astronomical — Cohere has skies-the-limit potential, and you’ll help us reach it.

Key Responsibilities:

As a Strategic Account Executive focused on the Energy & Utilities industry, you will :

Focus on net-new logo acquisition via outbound activity and relationship building with key stakeholders while also bringing a strong network of key decision-maker and influencer contacts and relationships in the energy (oil and gas) and utility industries to accelerate engagements, drive strategic partnerships and win sales opportunities

Work closely with customers and prospects as a consultative, trusted advisor who deeply understands their challenges and goals, their technology ecosystem, and will tailor solutions to drive measurable impact for their businesses

Work in close partnership with channel partners to find opportunities to scale outreach and customer satisfaction in your region

Collaborate with product and engineering teams as well as customer success on strategic motions to deliver solutions to large enterprise customers

Collaborate with Sales Development Representatives to drive top of funnel activity

Own the full sales cycle – from initial outreach through proof-of-concept, pilot, deal close, and deployment ; this is not a transactional sale that you can walk away from after the contract is signed but rather requires ongoing oversight of the project to ensure success

Key Responsibilities:

You may be a good fit if you have:

8+ years of previous B2B sales experience with Global 2000, large enterprises in the energy (oil and gas) and utility sectors, negotiating and closing transformational multi-year (2-5 year) SaaS deals in the 7 figure range, and a track record of high performance and exceeding quota

Previous experience as a technical consultative salesperson, selling complex products, such as developer tools, API products, or AI / NLP solutions, are a plus, with a focus on applications in the energy (oil and gas) and utility sector

Previous experience working with customers during the deployment phase of the engagement, aligning on how best to configure and customize the solution that supports success in production and builds trust to set up for expansion and growth

Previous experience working with channel partners such as cloud hyperscalers and system integrators to drive sales cycles and hit shared revenue goals

High tolerance for ambiguity - as an early sales hire, you’ll have to be a self-starter, doer and a strategist who is capable of wearing many hats and doing what it takes to figure out a path to success

Curiosity - you want to go deep on NLP and become an expert on our technology while considering how to fit into a large organization’s technology landscape with a focus on its applications in the energy (oil and gas) and utility sectors