Enterprise Account Executive
Job Summary
Job Description
As an Enterprise Account Executive, you will be responsible for sourcing and closing new clients within a given territory, navigating complex organizational structures, and identifying key decision-makers. You will be expected to research and understand client business objectives, execute value-driven sales cycles, and collaborate with internal teams to ensure customer success. You will also consistently meet revenue targets, develop sales strategies, and provide feedback to other corporate functions while creating ROI reports and managing Proof of Concepts (POCs). This is a remote position based in Japan, requiring knowledge of the Japanese market, its cultural nuances, and business practices. Experience with closing complex deals and selling into complex organizations is essential.
Must have:
- 5-6 years of closing experience in direct Sales
- Ability to learn, pitch, and demonstrate a technical product
- Experience closing complex deals in complex organizations
- Ability to uncover greenfield opportunities and build a new territory
- Experience building relationships with and selling to C-level executives
- Knowledge of best-of-breed software and technical understanding
- Experience selling technical SaaS and cloud-based solutions
Good to have:
- Basic understanding of search infrastructure
- Experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
- Experience with target account selling, solution selling, and using MEDDIC and Challenger methodologies is a plus
Perks:
- Competitive compensation
- Flexible work environment and time-off policy
- Company events
- A home office improvement stipend when you first join
- Annual education stipend
- Wellness stipend
3 skills required
Job Details
About Glean
We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.
We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same.
We're backed by some of the Valley's leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.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:
5-6 years of closing experience in direct 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
- This is a remote position, you will be based in Japan and know the Japanese market, including its cultural nuances and business practices.
Benefits
- Competitive compensation
- Flexible work environment and time-off policy
- Company events
- A home office improvement stipend when you first join
- Annual education stipend
- Wellness stipend
Compensation offered will be determined by 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.
#LI- Remote
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About The Company
We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work. We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.
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