Strategic 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 specified Arizona 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 various sales methodologies. The role demands strong technical understanding and collaboration with internal teams. Glean offers competitive compensation, healthcare, flexible work, 401k, and various other benefits.

Requirements

• 8+ 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
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers

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
• Experience with target account selling, solution selling, and using Command of the Message, MEDDIC and Challenger (or similar) methodologies is a plus

Benefits

• Competitive compensation
• Healthcare
• Flexible work environment
• 401k
• Flexible work environment and time-off policy
• Transparent culture
• Learning and development opportunities
• Company events