Enterprise Account Executive
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Job Description
Enterprise Account Executive selling Glean’s Work AI platform to Mid-Atlantic enterprises. Driving new logos, complex sales cycles, and expansion across large accounts.
Responsibilities:
- Source and close net new logos within the assigned territory
- Navigate complex organizational structures and identify executive sponsors and champions
- Research customer business objectives and conduct value-driven sales cycles
- Collaborate with internal partners to advance deals and ensure customer success
- Deliver ARR revenue targets using a metric-based approach
- Develop and execute sales strategies to generate pipeline, drive opportunities, and deliver predictable bookings
- Provide timely, insightful input to corporate functions
- Create data-driven ROI and business justification reports
- Run focused proofs of concept based on business success criteria
Requirements:
- 6+ years of closing experience in sales with a track record of top performance
- Ability to learn, pitch, and demonstrate a highly technical product
- Ability to adapt in a fast-growing and changing environment
- Clear examples of closing complex deals and selling into complex organizations
- Experience uncovering greenfield opportunities and building a new territory
- Previous 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
- Experience working with multiple teammates, including SEs, BDRs, PMs, executives, and engineers
- Basic understanding of search infrastructure is a plus
- Experience with target account selling, solution selling, MEDDIC, and Challenger (or similar) methodologies is a plus
- Must be based in the Mid-Atlantic: Washington, D.C., Delaware, Maryland, Pennsylvania, Virginia, or West Virginia
- Brief AI-focused exercise or discussion required as part of the interview process
Benefits:
- Medical coverage
- Vision coverage
- Dental coverage
- Generous time-off policy
- 401k plan contribution opportunity
- Home office improvement stipend
- Annual education stipend
- Annual wellness stipend
- Regular company events
- Healthy lunches daily
- Variable compensation may be available
- Equity may be available
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