Enterprise Account Executive

3 Months ago • 6 Years + • $235,000 PA - $300,000 PA

Account Management

Job Description

Glean is seeking an Enterprise Account Executive to source and close net new logos within a given territory. The role involves navigating complex organizational structures, identifying executive sponsors, and understanding customer business objectives to drive a value-based sales cycle. Responsibilities include collaborating with internal teams, consistently meeting Annual Recurring Revenue (ARR) targets, developing and executing sales strategies, and creating ROI reports. The candidate will also run Proofs of Concept (POCs) based on business success criteria. This position requires a strong understanding of technical SaaS and cloud-based software solutions, along with experience building relationships and selling to C-level executives.

Good To Have:

Basic understanding of search infrastructure
Experience with target account selling
Experience with solution selling
Familiarity with MEDDIC and Challenger methodologies

Must Have:

6+ years of closing experience in Sales
Track record of being a top performer
Ability to learn and pitch technical products
Experience closing complex deals
Experience building new territories
Experience selling SaaS and cloud software

Perks:

Competitive compensation
Healthcare
Flexible work environment
401k
Transparent culture
Learning and development opportunities
Company events
Free meals

Add these skills to join the top 1% applicants for this job

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About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

What you will do and achieve:

Source and close net new logos within a given territory
Have the ability to navigate complex organizational structures and identify executive sponsors and champions
Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
Collaborate with internal partners to move deals forward and ensure customer success
You will 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 off of a data driven approach
Run tight POCs based off of business success criteria

Minimum REQUIRED Knowledge, Skills, and Abilities:

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 have the ability to adapt in a fast growing and changing environment
Have 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 softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
Experience selling technical SaaS and cloud based software solutions
Basic understanding of search infrastructure is a plus
You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus

Benefits

Competitive compensation
Healthcare
Flexible work environment
401k
Flexible work environment and time-off policy
Transparent culture
Learning and development opportunities
Company events
Free meals

The standard OTE range for this position is $235,000 - $300,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

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.

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