Commercial Account Executive

Summary

Join Glean, an innovative AI-powered knowledge management platform, and contribute to our mission of making knowledge work faster and more humane. As a Sales professional, you will source and close net new logos, navigate complex organizational structures, and understand customer business objectives. You will collaborate with internal partners, consistently deliver ARR revenue targets, and develop sales strategies. You will provide insightful input to corporate functions, create ROI reports, run POCs, and build relationships with C-level executives. Glean offers a fast-paced, dynamic environment with opportunities to work with cutting-edge technology and a supportive team.

Requirements

• 3+ 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

Responsibilities

• 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

Preferred Qualifications

• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies
• Basic understanding of search infrastructure
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers