Strategic Account Executive
Posted Updated
Description
- Glean is seeking a Strategic Account Executive to drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts
- This role demands sophisticated account research, executive-level 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 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
- 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
- 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 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
- Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus
- Experience selling technical SaaS and cloud based software solutions
- Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
- Basic understanding of search infrastructure is a plus
- 8+ 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
- You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
- Previous experience building relationships and selling face to face to C level executives
- Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory
- Have clear examples of closing complex deals and selling into complex organizations
- 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