Upper Middle Market - Account Executive

The Upper Middle Market - Account Executive at Glassdoor plays a crucial role in managing both existing and prospective branding customers. Key responsibilities include renewing expiring contracts, identifying growth opportunities, and developing strong, consultative relationships with clients. You’ll work to achieve their business goals and showcase the value of our platform, consistently exceeding quarterly revenue and growth targets.

Candidates for the Upper Middle Market - Account Executive role at Glassdoor should have 1-3+ years of experience in a quota-carrying, closing sales role, preferably with a mix of hunting and farming. Familiarity with HR or recruiting industries is a plus. Strong CRM skills, particularly with Salesforce, and excellent time management abilities are essential to handle the high volume of accounts efficiently.

At Glassdoor, diversity and inclusion are core to our mission and culture. We are dedicated to creating a community that reflects diverse backgrounds and experiences, ensuring every team member feels valued and empowered. Our commitment to equity is fundamental to our success and drives our ability to understand and better serve the wider world.

The Upper Middle Market - Account Executive position at Glassdoor offers a competitive compensation package. Base salaries range from $59,900 to $65,000, with an On-Target Earnings (OTE) of $99,800 to $108,300. Employees also benefit from generous Restricted Stock Units (RSUs) and 401(k) plan matching, ensuring meaningful financial growth opportunities.

Glassdoor stands out as an employer by fostering a culture of collaboration and growth. As an Upper Middle Market - Account Executive, you'll have the chance to see your contributions directly impact our mission. We value flexibility, support professional development, and emphasize work-life balance, making it a wonderful environment for personal and career growth.

Success in the Upper Middle Market - Account Executive role at Glassdoor relies on skills such as excellent communication and relationship-building, strong negotiation, and problem-solving. Additionally, being proficient in managing a CRM system, particularly Salesforce, and having an ability to work comfortably with high-level decision-makers are critical for achieving your goals.

Glassdoor is committed to investing in our employees' success. As an Upper Middle Market - Account Executive, you will receive comprehensive onboarding to ensure you understand our platform and culture. Ongoing training, mentorship, and access to industry resources are all part of our dedication to your professional growth and success.

When responding, emphasize your ability to assess account potential and prioritize based on factors such as revenue potential, client loyalty, and growth opportunities. Discuss using CRM tools for effective management and share a specific strategy that demonstrates your organizational skills.

Draw on a specific example where you faced a hurdle, such as a difficult client or a market downturn, and detail how you addressed it with perseverance and creative solutions. Highlight your problem-solving skills and the outcome, showcasing your accountability and resilience.

Talk about your approach to establishing trust and rapport with clients—whether through regular check-ins, personalized communication, or extensive product knowledge. Make sure to include examples of how these strategies led to successful partnerships and client satisfaction.

Discuss specific tools or methods you use to keep track of deadlines, meetings, and follow-ups, such as CRM software or productivity apps. Emphasize your ability to manage competing priorities effectively and share a time when this skill proved critical to your success.

In your answer, convey your confidence in presenting, particularly to senior executives. Highlight your preparation methods, understanding their needs, and adapting your messaging to align with their goals. Provide an example of a successful presentation that led to a positive outcome.

Articulate your intrinsic motivators—whether personal achievement, helping clients succeed, or contributing to your team's success. Provide a story that encapsulates your passion for sales and how it drives you to meet and exceed targets.

Explain your process for addressing objections by actively listening to the client, empathizing with their concerns, and providing tailored responses that clarify misunderstandings. Highlight a successful instance where this approach turned an objection into a sale.

Describe how you collaborate with colleagues to maximize success. This could include sharing leads, strategies, or resources. Use an example of a successful team project or initiative that showcases your commitment to teamwork and collective achievement.

Detail your methods for staying informed, whether through industry publications, webinars, or networking. Emphasize how this knowledge allows you to provide valuable insights to your clients and differentiate yourself in a competitive market.

Discuss your familiarity with Salesforce and how you leverage CRM tools for pipeline management, tracking interactions, and analyzing sales performance. Providing specifics on how this experience has improved your sales process will reinforce your qualifications.