Enterprise Account Executive, Miami

Glean

8h•$280,000 - $310,000•Remote

About The Position

Glean is seeking an Enterprise Account Executive to drive new business and expand relationships within large enterprise accounts. The role involves landing and managing multi-million-dollar, often global, accounts by using Glean’s AI technology and knowledge graph to deliver measurable business outcomes. The position is remote, and the employee must be based in the South Florida territory. The Enterprise Account Executive will develop territory sales strategies, create pipeline, close new customers, and meet annual recurring revenue targets. The role also requires navigating complex organizations, building relationships with executive stakeholders, coordinating with internal teams, and using business-value-driven sales processes, including ROI analyses and proof-of-concept plans tied to customer success criteria. Glean provides a comprehensive benefits package, including medical, vision, and dental coverage, a generous time-off policy, a 401(k) plan, a home-office improvement stipend, annual education and wellness stipends, regular company events, and daily healthy lunches. The stated on-target earnings range is $280,000–$310,000 annually; compensation may also include variable compensation, equity, and benefits depending on the role.

Requirements

At least 6 years of sales closing experience, with a track record of top performance.
Ability to learn, pitch, and demonstrate a highly technical product and adapt to a fast-growing, changing environment.
Examples of closing complex deals and selling into complex organizations.
Ability to use a repeatable method to uncover greenfield opportunities and build a new territory.
Previous experience building relationships and selling face-to-face to C-level executives.
Knowledge of leading software and technical understanding of integrations, APIs, infrastructure management, security, and analytics.
Experience selling technical SaaS and cloud-based software solutions.
Previous experience working with multiple teammates, including SEs, BDRs, PMs, executives, and engineers.

Nice To Haves

Basic understanding of search infrastructure.
Experience with target-account selling, solution selling, and MEDDIC and Challenger (or similar) methodologies.

Responsibilities

Source and close net-new logos within an assigned territory.
Navigate complex organizational structures and identify executive sponsors and champions.
Research customers’ business objectives and conduct value-driven sales cycles.
Collaborate with internal partners to advance deals and support customer success.
Meet ARR revenue targets using a metrics-based approach.
Develop and execute sales strategies to generate pipeline, advance opportunities, and deliver repeatable, predictable bookings.
Provide timely, insightful input to other corporate functions.
Create ROI and business-justification reports using a data-driven approach.
Run focused proof-of-concept projects based on business success criteria.