Enterprise Account Executive

Summary

Join Glean, a company revolutionizing knowledge work with AI-powered solutions, as a Sales representative. You will be responsible for sourcing and closing new business within a defined territory, navigating complex organizational structures, and understanding customer business objectives. Success requires a proven track record of closing complex deals, selling to C-level executives, and utilizing a data-driven approach. The ideal candidate possesses 6+ years of sales experience, a deep understanding of technical SaaS solutions, and the ability to adapt in a fast-paced environment. Glean offers a competitive compensation package, including benefits such as medical, dental, vision coverage, flexible work arrangements, 401k, and various stipends.

Requirements

• Candidates are required to reside in the New York Metropolitan
• 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

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

• 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
• Medical, Vision and Dental coverage
• Flexible work environment and time-off policy
• 401k
• Company events
• A home office improvement stipend when you first join
• Annual education stipend
• Wellness stipend
• Healthy lunches and dinners provided daily