Enterprise Account Executive
Drive new logo acquisition and expansion for Glean's Work AI platform. Own full sales cycle from pipeline generation through close, navigating complex multi-stakeholder deals with C-level executives.
Enterprise Account Executive
Drives new logo acquisition and expansion of Work AI platform in Northern and Central California, owning full sales cycle for complex enterprise deals with C-level executives. Requires 6+ years sales experience closing technical SaaS deals using value-driven methodologies.
240k – 315kSacramento, CAAccount ExecutiveRemote6+ YOE
About the role
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 your 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 off of a data driven approach
- Run tight POCs based off of business success criteria
Requirements
- 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 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 softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
- Experience selling technical SaaS and cloud based software solutions
- Basic understanding of search infrastructure is a plus
- 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
Compensation and Benefits
- On target earnings: $240,000 - $315,000 annually
- Comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, 401k contribution opportunity
- Home office improvement stipend, annual education and wellness stipends
Skills
SaaSCloudAPIsIntegrationsMEDDICChallengerTarget Account SellingSolution SellingSearch InfrastructureROI Analysis
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