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.
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 customer business objectives; perform value-driven sales cycles
- Collaborate with internal partners (Sales Engineering, BDRs, PMs, Executives, Engineers) to move deals forward
- Consistently deliver ARR revenue targets using a metric-based approach
- Develop and execute sales strategies to generate pipeline and deliver repeatable bookings
- Provide timely input to corporate functions
- Create ROI and business justification reports using a data-driven approach
- Run tight POCs based on 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 in a fast-growing environment
- Clear examples of closing complex deals and selling into complex organizations
- Experience building relationships and selling face-to-face to C-level executives
- Knowledge of best-of-breed software and 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
- Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus
- Basic understanding of search infrastructure is a plus
Nice-to-Haves
- Experience with MEDDIC and Challenger sales methodologies
- Basic understanding of search infrastructure
Skills
SaaS Sales, Enterprise Sales, MEDDIC, Challenger Sales, Solution Selling, Target Account Selling, C-Level Selling, ROI Analysis, Poc Management, API Integrations
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