Enterprise Account Executive (Remote - Boston)

As an Enterprise Account Executive at Glean, your primary responsibilities include sourcing and closing new logos within your designated territory, navigating complex organizational structures to identify executive sponsors, and understanding your customers' business objectives to perform a value-driven sales cycle. Collaboration with internal partners is crucial to move deals forward and ensure customer satisfaction, while consistently meeting ARR revenue targets is key to driving your success.

To qualify for the Enterprise Account Executive position at Glean, candidates should have a minimum of six years of closing experience in sales with a proven track record as a top performer. Strong technical understanding of SaaS solutions, APIs, and integrations is essential. Additionally, experience with complex deal closures and selling to C-level executives will significantly enhance your candidacy.

Glean is committed to the professional development of its team members. As an Enterprise Account Executive, you'll benefit from an annual education stipend which can be used for courses, certifications, or other learning opportunities. Additionally, the company's diverse and collaborative environment fosters continuous learning through team interactions and mentorship from experienced industry professionals.

At Glean, the sales culture is invigorating and metrics-driven, emphasizing collaboration and innovation. You'll work closely with Business Development Representatives (BDRs), Systems Engineers (SEs), and other internal teams to strategize and generate sales opportunities. The environment encourages adaptability and creative problem-solving, ensuring you can thrive in this fast-paced role.

Glean offers a competitive benefits package to support the well-being of its employees. As an Enterprise Account Executive, you can expect comprehensive medical, vision, and dental coverage, flexible work arrangements, a 401k plan, and regular company events. Additionally, there's a stipend available for home office improvements and wellness initiatives, which contributes to a conducive work-life balance.

To answer this effectively, outline a clear and concise sales process that you follow, from identifying potential leads to closing deals. Emphasize your ability to adapt your approach based on the client's needs and the market dynamics, showcasing any relevant techniques you use, such as MEDDIC or Challenger methodologies.

Demonstrate your understanding of the importance of rapport and trust in sales by discussing specific strategies, such as customizing your pitch to address their particular pain points and actively engaging them with insightful questions about their business goals and challenges.

Discuss the various methods you implement to research and analyze the needs of potential customers, whether through direct conversations, industry reports, or competitor analysis. Stress your commitment to gaining a deep understanding of their business to propose tailored solutions.

When answering this question, present a specific example that illustrates your problem-solving and negotiating skills, highlighting the steps you took to overcome hurdles, your strategic thinking, and the teamwork involved in achieving a successful close.

Explain your approach to objections by emphasizing the importance of active listening and empathy. Provide an example of a past objection and how your thoughtful response turned it into an opportunity to provide further value, resulting in a successful sale.

Detail key performance indicators that are significant in evaluating your success, such as conversion rates, average deal size, and customer retention metrics. This shows you are results-driven and understand the quantitative aspects of your role.

Share your techniques for effectively managing multiple accounts, such as using CRM tools for tracking interactions, establishing deadlines, and maintaining a proactive communication style to ensure no client feels neglected.

Your answer should reflect actual knowledge about Glean's mission and product offerings. Discuss how Glean's AI-driven platform transforms knowledge work, and share insights on its potential benefits for enterprises, highlighting your passion for their vision and products.

Illustrate your commitment to professional growth by talking about the resources you leverage, such as industry reports, webinars, forums, or networks to stay informed about the latest trends and technologies in SaaS and AI.

Define your ideal customer profile based on your understanding of Glean's target market. Discuss the characteristics of clients you believe would benefit most from Glean’s offerings, including company size, industry, and specific challenges they face.