Enterprise Account Executive- St. Louis, MO

As an Enterprise Account Executive at Glean, your primary responsibilities include sourcing and closing new logos, navigating complex organizational structures to identify key executive sponsors, and collaborating with internal partners. You'll perform value-driven sales cycles, consistently hitting ARR revenue targets while developing strategies to generate pipeline and drive sales opportunities.

To succeed as an Enterprise Account Executive at Glean, you should have at least 6 years of closing experience within sales, demonstrating a top-performer track record in the Enterprise segment. A technical background in selling SaaS and cloud-based solutions, as well as a proactive approach to developing relationships with C-level executives, is critical for success in this position.

The interview process for the Enterprise Account Executive position at Glean typically involves multiple stages. You'll likely encounter questions about your sales methodologies, examples of closing complex deals, and how you would adapt to Glean's unique offerings. Prepare to showcase not only your sales experience but also your understanding of our AI-driven platform and how it addresses enterprise needs.

For the Enterprise Account Executive role at Glean, familiarity with sales methodologies like MEDDIC or Challenger can be beneficial. These frameworks help in uncovering opportunities and understanding customer needs, allowing you to develop tailored solutions that resonate with executives and drive sales success.

Glean offers a range of enticing benefits for the Enterprise Account Executive role, including competitive compensation and healthcare options, a flexible work environment, a generous time-off policy, and learning and development opportunities. Enjoy thousands of dollars in potential earnings together with a culture that values diversity and inclusion.

When answering this question, focus on specific examples of large deals you've closed. Detail the process you followed, difficulties you faced, and how you overcame them to ensure the deal was successful. Highlight your ability to understand complex organizational structures and how you identified key stakeholders.

Discuss proactive strategies such as researching their business interests, personalizing your approach, and demonstrating how your solutions can address their specific challenges. Show that you value building trust and rapport over time to create long-lasting business relationships.

Share specific methods such as leveraging data analysis to identify opportunities, employing CRM tools effectively, and regularly reaching out to prospects with valuable, tailored insights. Emphasize the importance of follow-ups and building a consistent engagement rhythm.

Use the STAR method (Situation, Task, Action, Result) to outline a specific challenge, detail your approach to overcoming it, and emphasize the positive outcomes that followed your efforts. This shows resilience and problem-solving capabilities, both of which are essential for an Enterprise Account Executive.

Share practices like regular check-ins, soliciting feedback, and collaborating with internal partners, such as customer success teams, to ensure the client receives continuous value. Highlight that ongoing support can uncover upselling opportunities and foster long-term relations.

Discuss your familiarity with using data analytics to inform your sales strategies, such as tracking KPIs, performance metrics, and understanding customer behavior trends. Explain how you use this information to adapt your approach and enhance your sales pitch.

Illustrate your agility in adapting sales techniques based on market changes, customer needs, or new product offerings. Share a practical example where flexibility led to a successful outcome, demonstrating your abilities in a dynamic landscape.

Prepare by researching Glean’s products, customers, and competitors thoroughly. Highlight your understanding of the market and articulate how you would position Glean effectively against competitors based on your insights.

Share elements you consider vital, such as target audience, value propositions, market trends, and your product's unique selling points that resonate with potential clients. This demonstrates your strategic thinking and planning capability.

Reflect on how Glean's mission aligns with your personal values and professional aspirations. Discuss the excitement of working in a cutting-edge AI environment and how you see yourself contributing to and growing within this innovative company.