Mid Market Account Executive (East)
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
- 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies
- 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 senior leaders
- Experience selling technical SaaS and cloud-based software solutions
- You have previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives & Engineers
- 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
- Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
- Commercial / Mid Market / Corporate segment selling experience is a MUST
- 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