Sales Lead – Products, Cogentiq I2C

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Sales Lead – Products, Cogentic I2C

Key Responsibilities:

1. Business Development & Market Growth

• Drive new business acquisition for the Cogentiq I2C product across Large enterprise and mid-market segments.

• Build and manage a strong sales pipeline through prospecting, networking, and account targeting.

• Represent Cogentiq at client meetings, industry events, and forums to drive interest and brand visibility.

2. Solution Selling & Deal Ownership

• Lead client discovery conversations to understand core challenges across I2C/OTC processes.

• Deliver engaging product demos in partnership with Product and Pre-sales teams.

• Develop tailored proposals, business cases, pricing models, and ROI assessments.

• Own the full sales lifecycle from opportunity identification to deal closure.

3. Commercial Strategy & Pricing Leadership

• Design and refine commercial constructs (value-based, consumption-based, hybrid models).

• Work with Product & Finance teams on revenue strategy, discounting, and deal structures.

• Support packaging and commercialization initiatives to make the product easy to buy and scale.

4. Cross-Functional Collaboration

• Collaborate with the Product Owner to translate market feedback into roadmap priorities.

• Partner closely with Delivery to ensure smooth onboarding and handoff after deal closure.

• Provide competitive insights, client feedback, and market trends to sharpen product positioning.

• Support GTM campaigns, events, and content creation alongside Marketing.

5. Client Relationship Management

• Build and maintain trusted relationships with stakeholders across Finance, Shared Services, IT, and GPOs.

• Identify cross-sell and upsell opportunities across I2C modules (Collections, Cash App, Deductions, Invoicing, Credit).

• Ensure high levels of customer satisfaction and renewals.

Required Experience & Skills:

*Experience

• 10+ years in Sales, Business Development, or Commercial roles.

• Hands-on knowledge of Order-to-Cash (OTC) and Invoice-to-Cash (I2C) processes.

• Experience selling SaaS, automation, analytics, or AI-driven platforms.

• Proven success in closing enterprise deals.

• Experience selling to CFO offices, Shared Services, GCCs, or Finance Transformation teams.

*Skills

• Strong understanding of Collections, Cash Application, Deductions, Credit, and Billing processes.

• Ability to build value-based ROI models and business cases.

• Excellent storytelling, communication, and commercial structuring.

• Strong negotiation and executive communication capabilities.

• Ability to lead complex deals and manage multiple stakeholders.

• Comfortable working closely with Product, Engineering, AI/ML, and Delivery teams.

Preferred Qualifications:

• MBA or equivalent business degree (preferred).

• Experience working in consulting, finance transformation, AR automation, or with ERP/CRM platforms.

• Familiarity with SAP, Oracle, Salesforce, and banking/lockbox systems.

• Prior experience working with hyperscalers or SI partners.

What This Role Offers:

• Opportunity to shape the commercialization and growth strategy of a fast-scaling I2C product.

• Work at the intersection of AI, automation, and finance transformation.

• High visibility across leadership and cross-functional product teams.

• Direct impact on ARR growth, product-market fit, and GTM scale.

Pay:

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.  The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.  At Fractal, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.  A reasonable estimate of the current range is: $147,000 - $182,000. In addition, for the current performance period, you may be eligible for a discretionary bonus.

Benefits:

As a full-time employee of the company or as an hourly employee working more than 30 hours per week, you will be eligible to participate in the health, dental, vision, life insurance, and disability plans in accordance with the plan documents, which may be amended from time to time.  You will be eligible for benefits on the first day of employment with the Company.  In addition, you are eligible to participate in the Company 401(k) Plan after 30 days of employment, in accordance with the applicable plan terms.   The Company provides for 11 paid holidays and 12 weeks of Parental Leave. We also follow a “free time” PTO policy, allowing you the flexibility to take time needed for either sick time or vacation.

Fractal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!