Enterprise Account Executive

About the Role:

Glean is seeking an Enterprise Account Executive for a high-impact sales role focused on driving new business and expanding relationships within large enterprise accounts. AEs at Glean are responsible for landing and managing multi-million dollar, often global, accounts by leveraging Glean’s differentiated AI technology and foundational knowledge graph to deliver tangible business outcomes for customers.

You will:

• 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
• 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

About you:

• 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
• 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 software 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
• You have 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

Location: This role is remote (must be based in territory, particularly in the FL or GA area).

The OTE range for this role is $260,000 - $310,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.