Majors Account Executive

Summary

Join Glean as a Majors Account Executive and drive new business growth within our largest enterprise prospects in the EMEA region. Develop tailored strategies to penetrate and expand major accounts, requiring sophisticated account research, executive-level messaging, and champion-building. You will build a territory, shape Glean’s presence among leading organizations, and advance our mission to transform work with AI. Responsibilities include sourcing and closing net new logos, navigating complex organizational structures, understanding customer business objectives, collaborating with internal partners, consistently delivering ARR revenue targets, developing sales strategies, providing insightful input to corporate functions, creating ROI reports, running POCs, and building relationships with C-level executives. This remote position, based in the UK, requires 10+ years of closing experience selling enterprise cloud software to large EMEA companies.

Requirements

• 10+ years of closing experience with direct field sales experience selling enterprise cloud software to the largest EMEA companies
• Large Enterprise to Majors 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 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
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
• This is a remote position, you will be based UK region and know the EMEA market, including its cultural nuances and business practices

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 on a data driven approach
• Run tight POCs based on business success criteria

Preferred Qualifications

Basic understanding of search infrastructure is a plus