Strategic Account Executive

As a Strategic Account Executive at Glean, you'll be responsible for sourcing and closing new business while navigating complex organizational structures. Your duties will include understanding customer business objectives, executing value-driven sales cycles, collaborating with internal teams for customer success, delivering on ARR revenue targets, and developing innovative sales strategies.

To be successful as a Strategic Account Executive at Glean, you need at least 8 years of closing experience in sales and a proven track record of top performance. Additionally, familiarity with selling complex technical SaaS and cloud-based solutions, alongside strong relationship-building skills with C-level executives, is crucial. Experience with methodologies like MEDDIC and a basic understanding of search infrastructure are also beneficial.

At Glean, you can expect a transparent, inclusive culture that values diverse perspectives. As a Strategic Account Executive, you’ll collaborate with a talented team of experts from various backgrounds. We encourage creativity and are committed to providing professional development opportunities while offering a flexible work environment.

The standard On-Target Earnings (OTE) range for the Strategic Account Executive position at Glean is between $300,000 and $360,000 annually. Compensation will be based on factors such as your location, skills, level of experience, and job-related knowledge. Additional benefits may include variable compensation, stock options, and a comprehensive health insurance package.

Glean supports professional development by offering learning opportunities, career advancement programs, and regular training sessions for Strategic Account Executives. Our commitment to growth and collaboration ensures that team members can continuously improve their skills and knowledge in line with their career aspirations.

When sourcing new business as a Strategic Account Executive at Glean, I would start by conducting thorough market research to identify potential leads and understand their business needs. Building relationships through networking, cold outreach, and leveraging existing connections would be essential. Additionally, I would utilize data-driven approaches to tailor pitches that highlight how Glean's platform can specifically address each prospect's pain points.

In a previous role, I developed a targeted account-based marketing strategy that involved mapping out key stakeholders within complex organizations. By engaging C-level executives through personalized outreach and demonstrating how our solutions could solve their unique challenges, I successfully increased our customer base by 30% within a year.

I have extensive experience in presenting and negotiating with C-level executives. By adapting my communication style to align with their strategic focus, I have successfully influenced decisions by showcasing the tangible benefits our solutions can offer. I prioritize building mutual understanding and trust, which has led to long-term partnerships.

Post-closing, I focus on maintaining close communication with customers to ensure a smooth onboarding process. I collaborate with internal teams to facilitate training and support, regularly check in to gather feedback, and make adjustments as necessary to align with their evolving needs. Building a relationship based on trust and proactive support is essential for long-term success.

I typically utilize CRM tools for tracking sales progress, alongside methodologies like MEDDIC and Command of the Message to provide structured sales engagements. These approaches help in identifying customer pain points and customizing our offerings, making it easier to address objections and improve closing rates.

When faced with objections during a sales pitch, I listen actively and empathize with the prospect’s concerns. I then share relevant case studies or data that counter those objections, providing a clear rationale on how our solutions align with their business objectives. It’s essential to remain calm and reassuring, turning these barriers into conversations of possibilities.

I measure my success using metrics such as ARR growth, customer acquisition rates, and the value of contracts closed. Additionally, tracking pipeline activity and opportunity conversion rates gives insights into the effectiveness of my sales strategies. I also aim for qualitative metrics like customer feedback to ensure alignment with their needs.

There was a situation where a client was unhappy due to unmet expectations. I scheduled a meeting to listen to their concerns and demonstrated my commitment to resolving their issues. By collaborating with internal teams to address the problems and providing them with a tailored solution, I turned their dissatisfaction into praise, leading to a renewal of their contract.

I have several years of experience selling technical SaaS solutions, which includes understanding the technical specifications and benefits of the products I represent. I make it a point to stay updated on emerging technologies and trends in the SaaS landscape to engage prospects confidently and answer any technical queries they might have.

Staying motivated in a competitive sales environment involves setting personal challenges and goals that drive my progress. I find inspiration in personal improvement, regular reflection on my achievements, and sharing experiences with my peers. Embracing a growth mindset helps me maintain enthusiasm even during challenging times.