Strategic Enterprise Account Executive (North Carolina)

About this role: 

A  Strategic Enterprise Account Executive at Glean is responsible for driving growth and building lasting partnerships with the world’s largest and most innovative organizations. This role focuses on identifying and breaking into strategic accounts (typically 10,000+ employees), developing deep understanding of each customer’s business priorities and AI transformation needs, and creating tailored account strategies to deliver measurable outcomes. Strategic AEs at Glean excel at orchestrating complex, multi-threaded sales cycles across multiple stakeholders, collaborating cross-functionally to position Glean’s cutting-edge AI work assistant, and executing account expansion strategies post-sale. Success in this role requires a customer-driven mindset, creativity, strong relationship-building skills, and a passion for shaping the future of work with AI while embodying Glean’s core values of grit, excellence, collaboration, and a drive to win 

You will:

• Source and close net new logos within a given territory
• Have the ability to navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success 
• You will consistently deliver ARR revenue targets and drive success through a metric based approach
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Provide timely and insightful input back to other corporate functions
• Create ROI and business justification reports based off of a data driven approach
• Run tight POCs based off of business success criteria

Location:

• This role is remote but must be based in territory- North Carolina, South Carolina, or Atlanta. 

About You:

• 9+ years of closing experience in Sales with a track record of being a top performer
• Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast growing and changing environment 
• Have clear examples of closing complex deals and selling into complex organizations
• Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory 
• Previous experience building relationships and selling face to face to C level executives
• Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
• Experience selling technical SaaS and cloud based software solutions
• Basic understanding of search infrastructure is a plus
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus

Benefits

• Competitive compensation
• Healthcare
• Flexible work environment
• 401k
• Flexible work environment and time-off policy
• Transparent culture
• Learning and development opportunities
• Company events

 Compensation & Benefits:

The standard OTE range for this position is $300,000 - $350,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.
We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.
We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.