About this role
Driving new business growth within commercial and mid-market prospects, the Commercial Account Executive will develop tailored strategies to break into accounts, conduct account research, craft compelling messaging, and build champions to address customer pain points. Responsibilities include sourcing net new logos, responding to inbound leads, navigating organizational structures, running tight proofs of concept based on business success criteria, and collaborating with internal partners like sales engineers and executives to advance deals.
Glean operates as a Work AI platform that combines enterprise search, an AI assistant, and scalable AI agents on a secure, open platform utilizing over 100 enterprise SaaS connectors. The company seeks an individual with a proven track record of overachieving targets, experience selling enterprise cloud software, and the technical aptitude to pitch complex software solutions involving integrations, APIs, security, and infrastructure management.
What you will do
- Source and close net new logos within a designated territory in the assigned book of business.
- Respond to inbound leads including demo requests and event follow-ups while maintaining a metric-based approach to deliver ARR revenue targets.
- Research and understand customer business objectives to execute a value-driven sales cycle.
- Collaborate with internal partners such as sales engineers, business development representatives, product managers, and executives to move deals forward.
- Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable bookings.
- Create return on investment and business justification reports using a data-driven approach.
- Run tight proofs of concept based on specific business success criteria.
What you need
- Possess at least 3 years of closing experience with direct field sales experience selling enterprise cloud software or SaaS to companies.
- Demonstrate commercial, mid-market, or corporate segment selling experience.
- Maintain the ability to learn, pitch, and demonstrate a highly technical product in a fast-growing environment.
- Provide 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.
- Show previous experience building relationships and selling face-to-face to senior leaders.
- Possess knowledge of best-of-breed software along with a technical understanding of integrations, APIs, infrastructure management, security, and analytics.
Nice to have
- Sales methodologies such as MEDDPICC and Command the Message
Benefits
- Medical, Vision, and Dental coverage
- Generous time-off policy
- 401k plan contribution
- Home office improvement stipend
- Annual education and wellness stipends
- Healthy lunches daily
Skills and tech stack
Questions candidates ask
What is the remote work and location policy?
This role is hybrid and must be based near Austin, TX.
What is the compensation range for this position?
The standard OTE range for this position is $180,000 to $230,000 annually, determined by factors such as location, level, job-related knowledge, skills, and experience.
What sales background is required for this role?
Candidates need 3+ years of closing experience with direct field sales experience selling enterprise cloud software or SaaS to companies, with commercial, mid-market, or corporate segment selling experience being a must.
What does the interview process include regarding AI?
As part of the interview process, applicants complete a brief AI-focused exercise or discussion to understand how they think about, design, and use AI to drive impact in their role.