Enterprise Account Executive- Australia (Remote)

As an Enterprise Account Executive at Glean, your primary responsibilities include sourcing and closing new logos within your territory, navigating complex organizational structures to engage with executive sponsors, and executing a value-driven sales cycle based on thorough research of customer business objectives. You’ll collaborate with internal teams to ensure customer success and consistently meet annual recurring revenue (ARR) targets.

To be considered for the Enterprise Account Executive role at Glean, you should have at least 5 years of sales experience with a proven track record as a top performer. Successful candidates typically possess experience selling technical SaaS and cloud-based solutions, familiarity with integrations and APIs, and a good understanding of search infrastructure.

Glean is committed to the continuous learning and growth of its employees, including Enterprise Account Executives. The company provides various learning and development opportunities, access to company events, and a flexible work environment that encourages skill acquisition and networking to build professional capabilities.

Glean values multiple sales methodologies for its Enterprise Account Executive role, including target account selling, solution selling, and widely recognized frameworks like MEDDIC or Challenger. Candidates with experience using these methodologies are well-prepared to thrive in the fast-paced environment.

An Enterprise Account Executive at Glean can look forward to competitive compensation, a flexible work environment, a transparent culture, and access to various benefits that can include variable compensation, equity, and a supportive team atmosphere valuing diversity and inclusion.

When answering this question, emphasize your ability to navigate organizational hierarchies and identify key stakeholders. Share specific examples that showcase your strategic thinking and adaptability in closing deals within intricate organizational structures.

Respond with a detailed story that illustrates your resilience and problem-solving skills. Highlight how you listened to the client's concerns, offered tailored solutions, and ultimately convinced them to reconsider, reinforcing your adaptability and customer-centric approach.

Discuss your commitment to regular communication, understanding client needs, and delivering value beyond the initial sale. Mention the importance of follow-up and how you customize your engagement strategies based on each client's unique needs.

Explain the importance of active listening and empathy in handling objections. Provide an example demonstrating your ability to address concerns effectively while reinforcing the value of your product through informed dialogue.

Share specific examples of how you consistently met or exceeded sales targets in your previous roles. Include details about the metrics you tracked and how they influenced your sales strategies and outcomes.

Illustrate your research methodology, such as using tools to gather insights about the customer’s industry, market trends, and their unique challenges. Emphasize your commitment to aligning your sales approach with their specific business goals.

Detail your prospecting methods, such as leveraging social media platforms, utilizing networking events, and collaborating with your existing network. Highlight how these techniques have successfully yielded new leads and opportunities.

Share a specific strategy you designed and executed that resulted in significant sales growth. Discuss how you assessed the initial situation, planned your approach, and the outcomes of your efforts.

Communicate your belief in the importance of collaboration and how working closely with colleagues from different functions can improve sales outcomes. Provide examples of how you’ve successfully collaborated on sales initiatives.

Reflect on your enthusiasm for Glean's mission and innovative AI solutions. Mention how the company's focus on transforming knowledge work resonates with your career aspirations and values, and express your eagerness to contribute to its success.