Enterprise Account Executive-Indianapolis

As an Enterprise Account Executive at Glean in Indianapolis, your main responsibilities include sourcing and closing new logos within your assigned territory, navigating complex organizational structures to identify key executive sponsors, and understanding customers' business objectives. You will perform value-driven sales cycles while collaborating with internal teams to ensure customer success. Meeting annual recurring revenue targets and developing effective sales strategies to generate opportunities will be central to your mission.

To be successful as an Enterprise Account Executive at Glean, you should have at least 6 years of closing experience in sales, particularly within the enterprise segment. A proven track record of closing complex deals and having a strong technical understanding of SaaS, integrations, APIs, and security is essential. Experience in building relationships with C-level executives and adapting to fast-paced, changing environments will greatly enhance your fit for this role.

The standard on-target earnings (OTE) range for the Enterprise Account Executive position at Glean in Indianapolis is between $185,000 and $300,000 annually. Compensation will depend on various factors, including your location, level of expertise, and relevant skills. Additional benefits may include variable compensation, equity, and access to comprehensive health packages.

Working as an Enterprise Account Executive at Glean comes with numerous benefits, including competitive compensation, healthcare, a flexible work environment with a generous time-off policy, and a 401k plan. Glean is dedicated to fostering a transparent culture that promotes learning and development through various opportunities, company events, and even free meals.

Glean is committed to creating and maintaining a diverse and inclusive workplace. We strongly believe in attracting and retaining individuals from varied backgrounds, regardless of gender, ethnicity, sexual orientation, religion, or any other status. Our inclusive culture is designed to empower every employee, ensuring everyone feels valued and able to contribute to our mission.

When answering this question, highlight specific examples from your past roles. Discuss the types of organizations you've worked with, the strategies you employed to engage decision-makers, and the outcomes of those deals. This shows your ability to handle complex sales processes effectively.

Start by sharing your strategies for establishing trust and credibility. Emphasize the importance of understanding their business needs and aligning them with Glean’s solutions. Share relatable stories that demonstrate your success in building long-term partnerships.

Discuss methodologies you have employed, such as MEDDIC or Challenger, to uncover new opportunities. Describe your process for researching potential customers and how you tailor your approach to resonate with their unique needs.

Provide a detailed case study of a sales strategy you executed, outlining your objectives, actions, challenges faced, and results achieved. Highlight how this experience could translate to success at Glean as an Enterprise Account Executive.

Share techniques you use to listen empathetically and address concerns. Highlight the importance of preparing for specific objections in advance, demonstrating your ability to pivot and provide data-driven solutions that alleviate prospect hesitations.

Detail your past experience with technical products, emphasizing your understanding of software integrations, infrastructure management, security, and analytics. Illustrate how this knowledge aids in effectively pitching Glean's products to potential clients.

Discuss how you use various resources such as webinars, industry journals, and networking events to keep your knowledge current. Mention how you leverage these insights to refine your sales strategies and better serve your clients.

Share the key performance indicators (KPIs) you prioritize, such as revenue growth, customer acquisition costs, and deal closing rates. Explain how you leverage data analytics to assess your performance and identify areas for improvement.

Emphasize the importance of teamwork within the sales process. Discuss how you collaborate with internal teams, like Sales Engineers and Product Managers, to ensure that client solutions are comprehensive and tailored, enhancing the overall sales experience.

Craft a personalized response that reflects both your passion for technology and alignment with Glean’s mission. Highlight your commitment to harnessing AI to transform workplace efficiency and how your values align with Glean’s innovative culture.