Sales Lead – Product (Cogentiq I2C)

Fractal Analytics•Washington, DC

35d•Onsite

About The Position

Fractal Analytics is seeking a highly driven Sales Lead to spearhead business development, product commercialization, and revenue growth for the Cogentiq I2C platform. This role is central to expanding our footprint across enterprises and mid-market businesses by combining deep OTC domain knowledge, strategic selling skills, and commercial leadership. The ideal candidate can translate customer pain points into compelling product value, shape high-impact commercial proposals, and collaborate closely with Product & Delivery teams to accelerate adoption. Fractal is focusing on selling a world-class suite of vertical and functional AI products that solve high-value enterprise problems under the brand Cogentiq. Cogentiq is Fractal’s secure, scalable, enterprise agentic AI platform that enables teams to build, test, deploy, monitor agents, and multi-agent workflows with strong observability, evaluation, guardrails, and RBAC across any cloud or LLM framework. It includes a no/low‑code development console, Agent & MCP Gateways, and an enterprise marketplace for reusable agents, tools, connections, and guardrails.

Requirements

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.
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.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
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.