Enterprise Account Executive
Drives new logo acquisition and expansion for Glean's Work AI platform in the Bay Area, owning full sales cycle from pipeline generation to close in complex multi-stakeholder deals with C-level executives. Requires 6+ years sales experience closing technical SaaS deals and building ROI cases.
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 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
- 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 have the ability to 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
On target earnings: $260,000 - $310,000 annually. Comprehensive benefits including Medical, Vision, Dental, generous time-off, 401k, home office stipend, education and wellness stipends, company events, and daily lunches.
Skills
SaaS, Cloud, APIs, Integrations, Security, Analytics, MEDDIC, Challenger, Solution Selling, Target Account Selling
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