Enterprise Account Executive - Illinois

As an Enterprise Account Executive at Glean, your primary responsibilities include sourcing and closing new logos, navigating complex organizational structures, and collaborating with internal partners to ensure customer success. You'll also develop sales strategies to generate pipeline and drive predictable bookings, all while consistently delivering on your ARR revenue targets.

To qualify for the Enterprise Account Executive position at Glean, you should have a minimum of 5 years of closing experience in sales with a proven track record of being a top performer. Familiarity with technical SaaS and cloud-based software solutions, along with the ability to adapt in a fast-paced environment, is crucial for success in this role.

Glean supports its Enterprise Account Executives by fostering a collaborative environment where team members can work closely with Sales Engineers, BDRs, and other corporate functions. This ensures that you have the necessary resources and insights to navigate the sales cycle effectively and achieve your revenue targets.

In the Enterprise Account Executive role at Glean, it's recommended to adopt solution selling and target account selling methodologies. Utilizing data-driven insights to create ROI reports, conducting thorough research, and applying a repeatable method for uncovering opportunities are essential to drive successful outcomes.

Glean values diversity and inclusivity deeply in its hiring processes for the Enterprise Account Executive position. The company is committed to attracting a diverse range of candidates, ensuring that individuals from all backgrounds feel welcomed and supported within the organization.

To approach sourcing new logos, focus on understanding your target market and their business objectives. Utilize data-driven research to identify potential customers, and be proactive in reaching out to them with tailored pitches that highlight how Glean's solutions can meet their specific needs.

When faced with a complex organizational structure, I ensure I map out key stakeholders involved in the decision-making process. Building relationships with executive sponsors is crucial, along with maintaining communication to address their needs and concerns throughout the sales cycle.

To close complex deals, I rely on a tailored sales strategy that includes thorough research, highlighting the unique value proposition of our offering, and demonstrating a clear understanding of the client’s challenges. I also leverage partnerships within my team, like SEs and PMs, to reinforce credibility.

Success in my sales role is measured not only by reaching my ARR revenue targets but also by the quality of relationships built with clients. I continually assess my progress through metrics, customer feedback, and the conversion rates of different sales approaches.

To ensure customer success post-sale, I maintain regular check-ins to gather feedback and address any concerns. I also collaborate with internal teams to provide additional resources and support, ensuring that customers derive maximum value from Glean’s solutions.

My experience with solution selling involves deeply understanding a customer's needs and aligning our offerings to address those effectively. By using methodologies like MEDDIC, I can identify key metrics and decision-making criteria that influence their purchasing decisions.

When pitching to C-level executives, I focus on high-level business outcomes and value propositions rather than technical details. It’s essential to communicate how Glean’s solutions can drive company success and align with their strategic goals.

In building a new territory, one challenge I faced was establishing credibility. To overcome this, I leveraged testimonials and success stories from existing clients, ensuring I showcased the tangible benefits and results Glean has delivered to similar organizations.

Collaboration plays a vital role in my sales process. By working closely with different teams, such as marketing and product development, I can gain insights that enhance my sales strategies. This ensures that our approach is innovative and meets customer demands effectively.

To adapt to the fast-paced changes in the tech industry, I prioritize continuous learning. I stay informed about industry trends, attend relevant training sessions, and engage with thought leaders, ensuring that I can pivot quickly and maintain a competitive edge.