Majors Account Executive - Nashville, TN (Remote)

As a Majors Account Executive at Glean, your main responsibilities will include sourcing and closing new business opportunities within your territory, understanding business objectives to tailor your sales strategies, and collaborating with internal teams to enhance customer success. You'll also be expected to achieve ARR revenue targets and execute effective sales tactics to ensure predictable bookings.

To qualify for the Majors Account Executive position at Glean, you need a minimum of 6 years of closing sales experience, a proven track record as a top performer, and the ability to sell complex SaaS products. Additionally, familiarity with APIs, infrastructure management, and previous experience engaging C-level executives are crucial for success in this role.

Glean values continuous learning and development and actively supports its Majors Account Executives by providing opportunities for skill enhancement through internal training, mentorship programs, and access to industry events. The transparent culture also encourages collaboration and sharing of best practices among team members.

A Majors Account Executive at Glean should utilize a metric-based approach in developing sales strategies. This includes exploiting a repeatable method for identifying new opportunities, using data-driven insights for creating compelling value propositions, and adjusting techniques based on customer feedback to meet their unique objectives effectively.

The compensation for the Majors Account Executive role at Glean is quite competitive, with an On-Target Earnings (OTE) range of $300,000 - $340,000 annually. Factors such as your location, experience, and skill level will influence the final offer, and there may also be additional incentives such as equity and variable compensation available.

When approaching new territories, I start with thorough market research to understand customer needs and industry trends. I leverage my network for introductions, build relationships with key stakeholders, and use a structured approach to understand their business objectives. Focusing on delivering value through tailored solutions is key for closing sales.

Certainly! In my last position, I closed a multi-year contract with a large enterprise after navigating through their intricate organizational structure. I engaged multiple decision-makers and used data-backed presentations to illustrate ROI, which ultimately helped persuade their C-suite to approve the deal.

I have found using methodologies such as MEDDIC or Challenger to be highly effective. They provide a clear framework for understanding customer pains, articulating the value of our solutions, and managing each stage of the sales cycle effectively. Tracking metrics is also crucial for ensuring that I stay on target.

When pitching to C-level executives, I focus on strategic alignment and the bigger picture. I tailor my presentation to address their specific business challenges and objectives, emphasizing how our solution can impact their bottom line and drive organizational success. Clarity and brevity are essential to keep them engaged.

I rely on CRM tools like Salesforce for pipeline management, along with sales enablement platforms that help streamline my outreach efforts and facilitate collaboration with internal teams. Additionally, I utilize data analytics tools to provide insights into customer behavior and adapt my sales tactics accordingly.

Following a deal's closure, I maintain a strong relationship with the customer by working closely with our internal teams to ensure a smooth onboarding process. I focus on understanding their ongoing needs, proactively addressing potential issues, and continually measuring their satisfaction to foster long-term success.

In a recent sales cycle, a major challenge arose when an unexpected enterprise merger put our deal at risk. I quickly arranged a meeting with the new stakeholders to rebuild rapport and understand their updated priorities. By adapting our proposal to reflect the benefits of our solution, we ultimately secured the contract.

Glean's unique integration of AI with enterprise knowledge management directly addresses critical pain points for organizations. Our platform not only streamlines workflows but also enhances collaboration across teams, which I believe is a game-changer in the industry and distinguishes us from the competition.

I dedicate time each week to read industry reports, follow relevant thought leaders on social media, and participate in webinars and conferences to stay updated on the latest trends and advancements. This knowledge allows me to better engage with prospects and position our solutions effectively.

My long-term goal as a Majors Account Executive is to develop into a strategic leadership role in sales management. I want to leverage my experience to mentor and inspire newer sales team members while continuing to drive success for Glean’s innovative solutions in the ever-evolving tech landscape.