Glean is looking for an Enterprise Account Executive to join our team in a high-impact sales role. You will focus on driving new business and expanding relationships within large enterprise accounts, responsible for landing and managing multi-million dollar, often global, deals by leveraging our differentiated AI technology.
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 and perform a value-driven sales cycle.
- Collaborate with internal partners to move deals forward and ensure customer success.
- Consistently deliver ARR revenue targets and drive success through a metric-based approach.
- Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings.
- Provide timely and insightful input back to other corporate functions.
- Create ROI and business justification reports based on a data-driven approach.
- Run tight 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 and adapt in a fast-growing and changing environment.
- Clear examples of closing complex deals and selling into complex organizations.
- Effectively use a repeatable method for uncovering greenfield opportunities and building out 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.
- Comprehensive benefits package including Medical, Vision, and Dental coverage.
- Generous time-off policy.
- Opportunity to contribute to a 401k plan.
- Home office improvement stipend.
- Annual education and wellness stipends.
- Vibrant company culture through regular events.
- Healthy lunches daily.
Work Mode
This is a remote position for candidates based in the Mid-Atlantic region (Washington, D.C., DE, MD, PA, VA, WV).
Glean is a diverse and inclusive organization committed to not discriminating based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
