Mid-Market Account Executive (Central)
Posted Updated
Description
- Glean is seeking a Commercial Account Executive who will drive new business and growth within commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts
- This role demands account research, compelling messaging, and champion-building to deliver on customer pain points and priority business outcomes
- You will have the opportunity to build a territory in the west region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI
- Source and close net new logos within a given territory in your book of business
- Have a proven track record of overachieving your targets
- Respond to inbound leads, including demo requests and event followups
- Have the ability to navigate organizational structures and identify sponsors and champions
- Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
- Sales methodologies such as MEDDPICC and Command the message preferable
- Collaborate with internal partners to move deals forward and ensure customer success
- You will 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 to other corporate functions
- Create ROI and business justification reports based on a data-driven approach
- Run tight POCs based on business success criteria
- Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
- Previous experience building relationships and selling face-to-face to senior leaders
- Commercial / Mid Market / Corporate segment selling experience is a MUST
- You have previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives & Engineers
- Have clear examples of closing complex deals and selling into complex organizations
- Experience selling technical SaaS and cloud-based software solutions
- 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies
- Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast-growing and changing environment
- Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory
- As part of the interview process, you’ll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn’t required