Commercial Account Executive- West

As a Commercial Account Executive at Glean, your primary responsibilities include sourcing and closing new accounts within your territory, navigating complex organizational structures to find executive sponsors, and executing a value-driven sales cycle. You'll collaborate with internal partners to ensure customer success and consistently meet ARR revenue targets, all while developing strategies to generate sales opportunities.

To thrive as a Commercial Account Executive at Glean, candidates should possess at least three years of sales closing experience with a proven track record of being a top performer. You need strong abilities to pitch complex technical products and a good understanding of SaaS and cloud-based solutions, combined with excellent relationship-building skills at the executive level.

Glean supports the growth of its Commercial Account Executives through a transparent culture and robust learning and development opportunities. We believe in fostering an environment where team members can learn from one another and engage in ongoing professional development to enhance their sales skills and industry knowledge.

The standard on-target earnings (OTE) range for the Commercial Account Executive position at Glean is between $115,000 and $185,000 annually. However, compensation can vary based on location, experience, and relevant skills, and may include variable compensation and equity options.

At Glean, you can expect a diverse and inclusive team culture where collaboration and support are paramount. We encourage creativity, welcome different perspectives, and prioritize maintaining a transparent workplace, making it a great place for Commercial Account Executives to thrive and contribute.

In your response, highlight specific examples of challenging deals that you successfully closed. Discuss the strategies you used, how you navigated obstacles, and what you learned from the experience. This is an opportunity to showcase your problem-solving skills and perseverance.

Explain your methods for establishing trust and rapport with C-level executives. Mention techniques like understanding their business objectives, conducting thorough research before meetings, and maintaining regular communication to build long-term partnerships.

Detail the sales methodologies you have experience with, such as MEDDIC or Challenger. Provide examples of how you've successfully utilized these methodologies in previous roles to drive business outcomes, showcase your adaptability in different sales environments.

Discuss your strategies for keeping customers engaged and satisfied after closing a deal. This could include regular check-ins, gathering feedback, and working closely with the customer success team to address any issues or concerns.

Outline the processes you follow to identify and create new leads. This could involve market research, networking, leveraging social media, and maintaining relationships with existing customers to generate referrals.

Share your approach to objection handling, which may include actively listening to customer concerns, validating their issues, and addressing them with tailored solutions that demonstrate your product's value.

Emphasize your flexibility and willingness to learn. Discuss specific tools, resources, or practices you utilize to stay updated on trends, customer needs, and new technologies that impact your sales strategy.

Demonstrate your technical knowledge by explaining what APIs are, their role in software interactions, and how you’ve leveraged this knowledge to better address customer needs during the sales process.

Describe your techniques for time management, such as using task management tools, setting daily goals, or prioritizing leads based on their potential value to ensure you focus on high-impact activities.

Reflect on what drives you personally, whether it's achieving targets, helping customers solve problems, or the challenge of closing deals. This is your chance to connect your personal values with the role at Glean.