Commercial Account Executive, Central

Glean • Nashville, TN

116d • $160,000 - $220,000

About The Position

As a Commercial Account Executive at Glean, you will drive new business and growth within our mid-market prospects by developing tailored strategies to break into and expand commercial 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 central region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.

Requirements

• 3+ 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 adapt in a fast-growing and changing environment
• Clear examples of closing complex deals and selling into complex organizations
• 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 C level executives
• Knowledge of best of breed software and a technical understanding of integrations, APIs, infrastructure management, security and analytics
• Experience selling technical SaaS and cloud-based software solutions
• Basic understanding of search infrastructure is a plus
• Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers

Nice To Haves

• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus

Responsibilities

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of your customers and perform a value-driven sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• 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 on a data-driven approach
• Run tight POCs based on business success criteria

Benefits

• Competitive compensation
• Medical, Vision, and Dental coverage
• Generous time-off policy
• 401k plan
• Home office improvement stipend
• Annual education and wellness stipends
• Vibrant company culture through regular events
• Healthy lunches daily

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level