Enterprise Account Executive, SoCal

3 weeks, 4 days ago
Full-time
Senior
Sales and Business Development
Glean

Glean

Glean is the AI-powered enterprise search and knowledge discovery solution that helps teams find what they need and discover essential information across all company apps, saving time and connecting with insights and people.

Internet Software & Services
11-50
Founded 2019
$155M raised

Description

  • Source and close net-new logos within the assigned territory.
  • Own the full sales cycle from pipeline generation through close.
  • Navigate complex, multi-stakeholder sales processes with executive buyers and champions.
  • Research customer business objectives and build value-based sales cases.
  • Collaborate closely with Sales Engineering and other internal partners to advance deals.
  • Develop and execute sales strategies to generate pipeline and predictable bookings.
  • Create ROI and business justification reports using a data-driven approach.
  • Run proof-of-concept engagements based on business success criteria.
  • Consistently deliver ARR revenue targets using a metrics-based approach.
  • Provide timely feedback to internal corporate functions.

Requirements

  • 6+ years of closing experience in sales with a track record of top performance.
  • Experience selling technical SaaS and cloud-based software solutions.
  • Ability to learn, pitch, and demonstrate a highly technical product.
  • Experience closing complex deals and selling into complex organizations.
  • Experience building a new territory and uncovering greenfield opportunities.
  • Previous experience selling face-to-face to C-level executives.
  • Knowledge of integrations, APIs, infrastructure management, security, and analytics.
  • Experience working with cross-functional teammates including SEs, BDRs, PMs, executives, and engineers.
  • Familiarity with target account selling, solution selling, and MEDDIC or Challenger methodologies is a plus.
  • Basic understanding of search infrastructure is a plus.
  • Must be based in Southern California.
  • Experience adapting in a fast-growing and changing environment is preferred.

Benefits

  • On-target earnings of $250,000-$320,000 annually.
  • Eligible for variable compensation and equity.
  • Medical, vision, and dental coverage.
  • Generous time-off policy.
  • 401(k) plan contribution option.
  • Home office improvement stipend.
  • Annual education stipend.
  • Annual wellness stipend.
  • Healthy lunches provided daily.

Interested in this position?

Apply directly on the company website

Apply Now

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