Strategic Account Executive, Southern California

2 weeks, 6 days ago
Full-time
Lead
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 a defined territory.
  • Develop tailored strategies to break into and expand major enterprise accounts.
  • Research customer businesses and run a value-driven sales cycle tied to their priorities.
  • Navigate complex organizations to identify executive sponsors and champions.
  • Collaborate with internal partners to move deals forward and ensure customer success.
  • Consistently deliver ARR revenue targets using a metric-based approach.
  • Develop and execute sales strategies to generate pipeline and repeatable bookings.
  • Create ROI and business justification reports using a data-driven approach.
  • Run tight POCs based on business success criteria.
  • Provide timely input back to other corporate functions.

Requirements

  • 8+ years of closing experience in sales with a track record as a top performer.
  • Experience selling technical SaaS and cloud-based software solutions.
  • Ability to learn, pitch, and demonstrate a highly technical product in a fast-changing environment.
  • Clear examples of 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 best-of-breed software and technical understanding of integrations, APIs, infrastructure management, security, and analytics.
  • Experience working with SEs, BDRs, PMs, executives, and engineers.
  • Experience 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 for this remote role.

Benefits

  • Standard on-target earnings of $300,000-$375,000 annually.
  • Possible variable compensation and equity.
  • Medical, vision, and dental coverage.
  • Generous time-off policy.
  • 401(k) plan contribution opportunity.
  • Home office improvement stipend.
  • Annual education stipend.
  • Annual wellness stipend.
  • Healthy lunches daily.

Interested in this position?

Apply directly on the company website

Apply Now

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