Strategic Account Executive, Washington D.C.
Strategic Account Executive responsible for sourcing, closing, and expanding net-new enterprise logos in the Southeast by navigating complex organizations, building C-level relationships, and delivering value-driven sales cycles for Glean's Work AI platform. Requires 8+ years of top-performing SaaS sales experience with complex technical deals.
About the job
Responsibilities
- Source and close net new logos within a given territory
- Navigate complex organizational structures and identify executive sponsors and champions
- Research and understand the business objectives of customers and perform a value-driven sales cycle
- Collaborate with internal partners to move deals forward and ensure customer success
- 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
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 adapt in a fast-growing and changing environment
- 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 software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics
- Experience selling technical SaaS and cloud-based software solutions
- Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
Nice-to-Haves
- Basic understanding of search infrastructure
- Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies
Skills
SaaS Sales, Enterprise Sales, MEDDIC, Challenger Sales, Technical Sales, C-Level Selling, APIs, Integrations, Security, Analytics, Cloud Software, ROI Analysis, Poc Management
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