Majors Account Executive - East Region

As a Majors Account Executive at Glean, your primary responsibilities will include sourcing and closing new logos within your designated territory. You will navigate complex organizational structures to identify key executive sponsors, research customer business objectives, and execute sales strategies that lead to measurable success. Additionally, you'll collaborate with internal partners to ensure ongoing customer satisfaction and deliver against ARR revenue targets.

To be considered for the Majors Account Executive role at Glean, you'll need at least 6 years of closing experience in sales, with a proven track record as a top performer. Familiarity with selling technical SaaS and cloud-based solutions, along with a strong understanding of integrations, APIs, and infrastructure management, is essential. Experience building relationships with C-level executives and a proficiency in sales methodologies such as MEDDIC or Challenger is a plus.

Glean fosters a flexible and inclusive work environment for its Majors Account Executives. With a fully remote setup for candidates located in the Southeast, you will be part of a diverse team that emphasizes collaboration and support. The company values transparency, encourages learning and development, and has a flexible time-off policy to promote a healthy work-life balance.

Glean equips its Majors Account Executives with the necessary tools and resources to succeed. You will receive timely and insightful feedback to help improve your sales approach while collaborating with various departments like sales engineering and product management. Additionally, the culture of teamwork and open communication serves to drive your success and facilitate the sharing of best practices across the team.

As a Majors Account Executive at Glean, you can look forward to a comprehensive benefits package, including competitive compensation, healthcare coverage, and a flexible work environment. The company emphasizes continuous growth by offering learning and development opportunities as well as company events to enhance team bonding. Glean is committed to promoting diversity and inclusivity within its workforce.

To effectively source new logos, I would employ a targeted approach by researching prospective companies, leveraging industry networks, and utilizing social media platforms to identify potential leads. I'd also engage in direct outreach to key decision-makers and utilize case studies showcasing how Glean can address their challenges.

Building relationships with C-level executives requires a focused approach that involves understanding their business objectives, demonstrating expertise in solutions that can help them, and maintaining regular communication. Establishing trust and credibility is crucial, and this can be achieved by offering insights, being a reliable partner, and meeting their specific needs.

In approaching a complex sales cycle, it's vital to clearly define the stakeholders involved and their objectives. I would utilize a consultative selling approach to educate the client on the value of Glean's offerings, facilitate discussions that uncover pain points, and guide them through the decision-making process by providing tailored solutions that address their challenges.

To assess my sales effectiveness, I track metrics such as ARR growth, conversion rates at each stage of the sales funnel, customer retention rates, and the success of outreach campaigns. Monitoring these metrics helps me refine my strategies, identify areas of improvement, and focus on the tactics that yield the best results.

Handling objections during the sales process involves active listening to fully understand the client's concerns and then addressing them with well-researched responses. I would leverage facts and data to demonstrate how Glean's solutions align with their goals and mitigate their fears, reinforcing the value I can bring to their organization.

In my previous roles, I have consistently worked with SaaS and cloud-based solutions. I understand their technical aspects, benefits, and how they integrate into existing infrastructures. This knowledge enables me to articulate the advantages of Glean's offerings clearly and handle any technical discussions with confidence.

To prepare for meetings with potential clients, I conduct thorough research to understand their business, challenges, and industry trends. I also create a tailored presentation that addresses their specific needs while preparing to answer anticipated questions. Ensuring my materials are aligned with their objectives is key to a productive meeting.

Collaboration is crucial in achieving sales goals, as it brings diverse perspectives and expertise together. By working closely with sales engineers, product teams, and marketing, I can gather valuable insights and resources that enhance my pitches and ultimately lead to closing deals.

In a past role, I implemented a strategic account-based marketing approach, where I tailored my outreach efforts to a select group of high-value accounts. By leveraging personalized content and targeted campaigns, I garnered interest and successfully closed several significant deals, ultimately increasing my pipeline and revenue.

Staying current with industry trends and technologies is essential; I regularly read relevant publications, follow thought leaders on social media, and participate in webinars or conferences. Engaging with professional networks also allows me to exchange knowledge with peers, which helps me remain informed on emerging developments in the SaaS and AI industries.