Enterprise Account Executive - UK

3 Months ago • 5-6 Years • Business Development

Job Summary

Job Description

As an Enterprise Account Executive at Glean, you'll be responsible for sourcing and closing net new logos within a specified territory. This involves navigating complex organizational structures, identifying key stakeholders, and understanding customer business objectives to drive a value-based sales cycle. You'll collaborate with internal teams, consistently meet ARR revenue targets, and develop effective sales strategies. The role requires a data-driven approach, creating ROI reports and running successful POCs. Experience selling complex technical SaaS solutions to C-level executives is crucial, along with a strong understanding of integrations, APIs, and cloud-based software. The position is remote, based in the Nordics, requiring fluency in English and preferably Swedish, Norwegian, or Danish.
Must have:
  • 5-6 years of closing experience
  • Top performer in direct sales
  • Sell highly technical product
  • Close complex deals in complex organizations
  • Uncover greenfield opportunities
  • Build relationships with C-level executives
  • Knowledge of SaaS and cloud solutions
Good to have:
  • Understanding of search infrastructure
  • Experience with MEDDIC and Challenger methodologies
  • Target account selling and solution selling
Perks:
  • Competitive compensation
  • Flexible work environment
  • Company events
  • Home office improvement stipend
  • Annual education stipend
  • Wellness stipend

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 Sweden/ Nordics and know the Nordics market, including its cultural nuances and business practices.
  • Candidates must be fluent in English, and preferably in one or more of the following languages: Swedish, Norwegian, Danish 
     
     
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 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.

#LI- Remote

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