Enterprise Account Executive- OHIO

As an Enterprise Account Executive at Glean, you will be responsible for sourcing and closing new business within your territory. This includes navigating complex organizational structures, identifying executive sponsors, and understanding your customers' business objectives to drive a value-focused sales cycle. You will collaborate with internal teams to ensure success and consistently deliver on annual recurring revenue targets.

To be considered for the Enterprise Account Executive role at Glean, you should have at least 6 years of sales experience, specifically within the enterprise segment. A proven track record of closing complex deals and selling to C-level executives is essential. Additionally, familiarity with technical SaaS products and a strong understanding of integrations and infrastructure management will be beneficial.

At Glean, we believe in a metric-based approach to driving success. Our Enterprise Account Executives are equipped with robust sales strategies and internal support to help generate pipeline and drive sales opportunities. You'll collaborate with teams across the organization and receive timely feedback to improve your performance and customer offerings.

The OTE (On-Target Earnings) for the Enterprise Account Executive position at Glean ranges from $185,000 to $300,000 annually. Compensation is determined by various factors including experience, skills, and the job market. Additionally, certain roles may offer variable compensation, equity options, and a comprehensive benefits package.

Glean fosters a transparent and inclusive culture, highly valuing diversity and collaboration among its team members. As an Enterprise Account Executive, you'll be part of a team that supports each other's growth and celebrates achievements. We offer flexible work conditions and encourage continuous learning and development.

In answering, focus on specific examples where you navigated complex organizational structures. Highlight your strategies for connecting with decision-makers and how you tailored your sales approach to meet the needs of the customer.

Discuss the tools and methods you utilize for pipeline management, emphasizing your understanding of metrics-driven sales strategies. Mention any CRM systems you are familiar with and how you ensure accurate forecasting.

Discuss your familiarity with methodologies such as MEDDIC or Challenger Sales. Share examples of how you have effectively used these frameworks to qualify leads and drive sales.

Explain your approach to objection handling. Provide specific strategies you utilize to understand the client's concerns and how you address them to reframe their perspective positively.

Detail a specific sales strategy you devised and executed. Highlight the outcomes of that strategy, such as revenue generated or customer satisfaction, and how it contributed to achieving your targets.

Emphasize your ability to quickly learn technical details and how you translate that knowledge into relatable demonstrations. Share any tools or resources that you find effective in showcasing product value.

Focus on your experience in relationship-building and the strategies you adopt to establish trust and rapport with C-level executives. Mention the significance of understanding their business objectives.

Discuss examples of past collaboration with teams such as sales engineers, product managers, or customer success roles. Highlight the importance of teamwork in crafting a complete customer experience.

Talk about your personal motivations, whether it be meeting targets, driving company success, or fostering client relationships. Share stories that illustrate how these motivators have influenced your performance.

Convey your understanding of Glean's mission and culture. Explain how this aligns with your career aspirations and what aspects of the company, like its innovative AI solutions, excite you about potentially joining the team.