Enterprise Account Executive- Nashville

As an Enterprise Account Executive at Glean, you’ll be responsible for sourcing and closing net new logos within your designated territory. This involves navigating complex organizational structures, identifying executive sponsors, and understanding your customers’ business objectives to drive a value-oriented sales cycle. Your role will also include collaborating with internal partners to move deals forward, consistently achieving ARR revenue targets, and creating compelling ROI reports based on data-driven insights.

To apply for the Enterprise Account Executive position at Glean, you need at least 6 years of closing experience in sales, with a proven track record of top performance in the Enterprise segment. Candidates should be adept at learning and demonstrating a highly technical product and capable of thriving in a dynamic environment. Having experience building relationships with C-level executives and technical knowledge in SaaS and cloud-based solutions is also crucial for this role.

A day in the life of an Enterprise Account Executive at Glean involves researching potential leads, conducting meetings with prospective clients, and presenting Glean's revolutionary AI solutions. You will spend time collaborating with internal teams to move deals forward and troubleshoot any potential obstacles. Additionally, you'll analyze business objectives and ensure your sales strategies align with the goals of both Glean and your clients.

Glean is committed to fostering your professional growth. As an Enterprise Account Executive, you can expect various training and development opportunities designed to enhance your sales skills and deepen your understanding of our AI technology. Whether it’s workshops, seminars, or mentorship programs, we invest in our team members to ensure they continue to grow in their roles and become even more effective in their sales strategies.

The compensation for an Enterprise Account Executive at Glean ranges from $185,000 to $300,000 annually, depending on factors like location and experience. In addition to competitive base pay, there are opportunities for variable compensation and equity. Glean also offers an attractive benefits package, including healthcare, a flexible work environment, a 401(k) plan, and various learning and development opportunities.

When approaching the sales cycle, it's essential to start with thorough research on the potential customer’s needs and pain points. I'll identify key stakeholders and their business objectives, then tailor my sales pitch to demonstrate how Glean's solutions align with their goals. It's also crucial to maintain open communication throughout the sales process to build trust and address any concerns proactively.

Certainly! In my previous role, I encountered a complex deal involving multiple stakeholders across different departments. I conducted in-depth research to understand their unique challenges and orchestrated a series of meetings to address each group's concerns. By effectively demonstrating the value Glean's solutions could bring to their organization and navigating the internal dynamics, I successfully closed the deal, exceeding our revenue target.

To identify new leads, I employ a multi-faceted approach that includes leveraging existing networks, utilizing social media platforms like LinkedIn, and conducting market research to uncover potential opportunities. Additionally, I actively participate in industry events and webinars, where I can connect with new prospects while staying informed about the latest trends and needs in the enterprise market.

Success as an Enterprise Account Executive is measured through a combination of quantitative and qualitative metrics. On the quantitative side, I focus on achieving my ARR revenue targets and the number of deals closed. Qualitatively, I evaluate customer satisfaction through feedback and follow-ups, ensuring that the solutions provided meet and exceed client expectations.

Handling objections requires active listening, empathy, and a well-structured response. I typically acknowledge the client’s concerns and ask clarifying questions to understand the root of their objections. By addressing their concerns with factual evidence and understanding how Glean's solutions can alleviate those issues, I aim to shift the conversation towards how we can collaboratively overcome barriers to moving forward.

Teamwork is essential throughout the sales process. I engage closely with Sales Engineers and Product Managers to gather insights on the technical aspects of Glean's solutions, ensuring that my pitches are accurate and compelling. Collaboration with the marketing team also helps align our messaging and find new leads. Collective efforts often lead to greater success and improved customer experiences.

My motivation in sales stems from the satisfaction of solving clients' problems and delivering value through innovative solutions. I thrive on setting ambitious targets and achieving them through hard work and determination. Additionally, the constant learning and adaptation required in the ever-changing tech landscape keep me excited and driven to excel.

In a previous role, I had a client who was initially resistant to change and skeptical of new software. I focused on nurturing our relationship by scheduling regular check-ins, offering valuable resources and insights, and being transparent about how Glean's solutions could address their specific pain points. Over time, I gained their trust and eventually turned the relationship into a successful partnership, resulting in substantial business growth.

I stay updated on industry trends by subscribing to relevant publications, engaging with thought leaders on social media, and participating in webinars and industry events. I also make it a point to network with peers and colleagues to share insights and experiences that can inform my approach and keep me informed of the latest challenges and opportunities in the enterprise sector.

I am excited about the opportunity at Glean because of your mission to enhance how knowledge is utilized in the workplace through innovative AI technology. The diverse culture and emphasis on collaboration resonate with my values. I believe that my background in sales and passion for technology align perfectly with Glean's vision, and I'm eager to contribute to a team that's making a significant impact in the industry.