Strategic Account Executive, Washington D.C.

Glean

9d•$310,000 - $360,000•Remote

About The Position

Glean is seeking a Strategic Account Executive to drive new business and growth within its largest enterprise prospects. This role involves developing tailored strategies to penetrate and expand major accounts, requiring sophisticated account research, executive-level messaging, and champion-building to address customer pain points and achieve priority business outcomes. The successful candidate will build a territory in the Southeast region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing its mission to transform work with AI.

Requirements

8+ 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
Ability to 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
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 & Engineers

Nice To Haves

Basic understanding of search infrastructure is a plus
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 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 off of a data-driven approach
Run tight POCs based off of business success criteria