Job description

ABOUT COGENT Cogent is building autonomous cyber defense with AI agents that help security teams move from finding risk to actually fixing it. Since emerging from stealth, we’ve grown rapidly and partnered with global enterprises to secure some of the world’s most complex production environments. Our product and talent are our biggest differentiators. Our team brings experience from: - High growth technology companies including Scale AI, Databricks, Stripe, Tesla, and Coinbase. - Leading cybersecurity companies including Wiz, Abnormal AI, and Zscaler. - Preeminent machine learning research labs including DeepMind and SAIL. Backed by Greylock and Bain Capital Ventures, we’re building a team that combines frontier AI research with deep cybersecurity expertise and the ability to execute at scale. ABOUT THE ROLE Cogent is looking for a Major Account Executive to own a focused portfolio of our largest global enterprise accounts across Toronto and Canada. You will be responsible for the full commercial relationship: from opening new logos and navigating complex evaluations through close, expansion, and long term account growth. This is a senior strategic individual contributor role for a cybersecurity seller based in Toronto with established CISO relationships, excellent judgment, and the drive to build a market for a category defining company. WHAT YOU’LL DO - Own a focused portfolio of named major accounts and exceed new ARR and expansion targets. - Build pipeline through direct prospecting, executive relationships, channel partners, marketing, and referrals. - Create account plans and multithread across CISOs, CIOs, security and IT teams, procurement, and executive sponsors. - Lead technical evaluations, develop quantified business cases, negotiate, and close complex multi year agreements. - Coordinate with Sales Engineering, Product, Customer Success, and partners while maintaining accurate forecasts. WHAT WE’RE LOOKING FOR - 12+ years in B2B quota carrying sales, including 7+ years in cybersecurity and 5+ years directly owning major or global enterprise accounts. - A consistent record of exceeding quota and winning complex new logo deals worth six or seven figures against established competitors. - Active relationships with CISOs and senior security leaders in Toronto and Canada, plus the ability to self source pipeline. - Technical and business fluency across cybersecurity, cloud, and AI, with the ability to build an executive level ROI case. - High growth or challenger company experience, strong ownership, and willingness to travel.

Requirements

Must-haves

This is a senior strategic individual contributor role for a cybersecurity seller based in Toronto with established CISO relationships, excellent judgment, and the drive to build a market for a category defining company.
Own a focused portfolio of named major accounts and exceed new ARR and expansion targets.
Build pipeline through direct prospecting, executive relationships, channel partners, marketing, and referrals.
Create account plans and multithread across CISOs, CIOs, security and IT teams, procurement, and executive sponsors.
Lead technical evaluations, develop quantified business cases, negotiate, and close complex multi year agreements.
Coordinate with Sales Engineering, Product, Customer Success, and partners while maintaining accurate forecasts.
12+ years in B2B quota carrying sales, including 7+ years in cybersecurity and 5+ years directly owning major or global enterprise accounts.
A consistent record of exceeding quota and winning complex new logo deals worth six or seven figures against established competitors.
Active relationships with CISOs and senior security leaders in Toronto and Canada, plus the ability to self source pipeline.
Technical and business fluency across cybersecurity, cloud, and AI, with the ability to build an executive level ROI case.
High growth or challenger company experience, strong ownership, and willingness to travel.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aimachine learning

Platform: ashby
Effort: quick