Commercial Account Executive

Summary

Join Glean as a Commercial Account Executive and drive new business growth within Commercial and mid-market sized prospects in the EMEA region. Develop tailored strategies to penetrate and expand accounts, conducting thorough account research and crafting compelling messaging. Build relationships with key stakeholders to address customer needs and achieve business outcomes. You will source and close new logos, respond to inbound leads, navigate organizational structures, and understand customer business objectives. Collaborate with internal teams to advance deals and ensure customer success, consistently meeting ARR revenue targets. Develop and execute sales strategies, provide insightful input to other corporate functions, and create data-driven ROI reports. Run thorough proof-of-concept projects based on business success criteria. This is a remote position based in the UK.

Requirements

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software to EMEA companies
• Commercial / Mid Market / Corporate segment selling experience is a MUST
• 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 senior leaders
• 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
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
• This is a remote position, you will be based in UK and know that regional market, including its cultural nuances and business practices
• Location: London (The role is remote)

Responsibilities

• Source and close net new logos within a given territory in your book of business
• Respond to inbound leads, including demo requests and event followups
• Have the ability to navigate organisational structures and identify 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 to other corporate functions
• Create ROI and business justification reports based on a data-driven approach
• Run tight POCs based on business success criteria