Senior Account Executive, Enterprise AI

Gloo

10d•$160,000 - $200,000•Remote

About The Position

We are building something very special at Gloo. Here is a unique opportunity to get in early as a key contributor to Gloo’s Enterprise GTM team in North America. As a Senior Account Executive for Enterprise AI, you are responsible for driving revenue growth and ensuring long-term client success by managing and expanding relationships within large enterprise accounts. This role involves deeply understanding the unique business challenges of established enterprise organizations and strategically aligning Gloo's AI platform, services, and solutions to their evolving needs. Key responsibilities include winning new customers by nurturing strong, long-lasting relationships with C-level executives and key stakeholders within your assigned accounts and territory, identifying opportunities for expansion and upsell, negotiating contracts, and collaborating closely with customer success and product teams to ensure continuous value delivery and client satisfaction. You possess a deep understanding of enterprise-level account management strategies, the skills to lead large complex sales cycles, a proficiency in exceeding retention and growth quotas, and the ability to articulate the value of technology solutions to diverse audiences. Educate and Consult with organizations at different stages of their AI journey. Function as an advisor, helping customers navigate AI with confidence, in alignment towards their values and overall business objectives.

Requirements

Bachelor's Degree in Business Administration, Marketing, Sales, Information Technology, or a related field
8+ years of demonstrated success in an Account Management or senior sales role within the AI, SaaS and/or managed services industry
Proven track record of consistently exceeding revenue quotas and customer retention goals
Deep knowledge and understanding of AI trends, competitive landscape, and customer needs
Experience navigating the sales process within ministries, nonprofits, or cause-based enterprises, including long sales cycles, committee or board influence, and values-driven objections.
Experience navigating complex client relationships, selling to C-level executives and diverse stakeholders in large enterprises.
Solid understanding of cloud computing concepts (IaaS, PaaS, SaaS) and the value proposition of managed IT services
Experience with account planning, forecasting, and driving customer success initiatives
Proficiency in using CRM software (e.g., Salesforce, HubSpot) for account management, forecasting, and reporting

Nice To Haves

Master's Degree (MBA) or relevant postgraduate qualifications

Responsibilities

Full Sales Cycle Management: Prospecting, qualifying leads, discovery calls, demos, handling objections, negotiation, closing deals, and pipeline management
Strategic Account Planning: Developing detailed plans for large/strategic accounts, mapping C-suite stakeholders, and orchestrating account strategy
Consultative Solution Selling: Acting as a trusted advisor, understanding complex client business challenges, and mapping SaaS solutions to solve them
Revenue Generation & Quota Attainment: Consistently meeting or exceeding monthly/quarterly sales targets
Relationship Building: Cultivating long-term relationships with new and existing enterprise clients at executive levels
Cross-Functional Collaboration: Working closely with Sales Engineers, Product, Marketing, and Customer Success teams
Forecasting & CRM: Maintaining accurate pipeline data and forecasts in CRM systems
Market & Product Expertise: Deeply understanding the product suite, competitor solutions, and industry trends
Feedback Loop: Providing valuable customer insights to internal teams for product and service improvement
Educate and Consult with organizations at different stages of their AI journey. Function as an advisor, helping customers navigate AI with confidence, in alignment towards their values and overall business objectives.

Benefits

Competitive compensation and discretionary performance bonus commensurate with experience
Flexible PTO policy and state-compliant sick leave to support your well-being
Medical, Dental, and Vision plans with up to 90% coverage for employees
Generous employer HSA contributions for HDHP elections
Employer-sponsored 401k program with a 2% employer match
Learning & Development stipend available after 6 months of employment
Paid Parental Leave
A dynamic, talented team, dedicated to changing the world and building an incredible business
Onsite and virtual social events to keep us connected in our hybrid work environment
Beautiful office space in downtown Boulder on Pearl Street, steps from coffee shops and blocks from hiking trails