Glean is seeking an Enterprise Account Executive for a high-impact sales role. You will be responsible for driving new business and expanding relationships within large enterprise accounts, managing multi-million dollar, often global, deals by leveraging Glean’s differentiated AI technology and foundational knowledge graph.
What You'll Do
- Source and close net new logos within a given territory.
- Navigate complex organizational structures and identify executive sponsors and champions.
- Research and understand customer business objectives to perform a value-driven sales cycle.
- Collaborate with internal partners to move deals forward and ensure customer success.
- Consistently deliver ARR revenue targets using a metric-based approach.
- Develop and execute sales strategies to generate pipeline and deliver predictable bookings.
- Provide timely and insightful input back to other corporate functions.
- Create ROI and business justification reports using a data-driven approach.
- Run tight proof-of-concepts (POCs) based on business success criteria.
What We're Looking For
- 6+ years of closing experience in Sales with a track record of being a top performer.
- Ability to learn, pitch, and demonstrate a highly technical product in a fast-growing environment.
- Clear examples of closing complex deals and selling into complex organizations.
- Effectively use a repeatable method for uncovering greenfield opportunities and building a new territory.
- Previous experience building relationships and selling face-to-face to C-level executives.
- Knowledge of best-of-breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics.
- Experience selling technical SaaS and cloud-based software solutions.
- Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives, & Engineers.
Nice to Have
- Basic understanding of search infrastructure.
- Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies.
Benefits & Compensation
- Compensation: $250,000 - $300,000 OTE annually
- Medical, Vision, and Dental coverage.
- Generous time-off policy.
- Opportunity to contribute to your 401k plan.
- Home office improvement stipend.
- Annual education and wellness stipends.
- Vibrant company culture through regular events.
- Healthy lunches daily.
Work Mode
This role is based in Charlotte, NC.
We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
