About this role
Sales professionals who thrive on driving new business within major enterprise accounts will find a strong fit in this Nashville-based role. Glean seeks a Strategic Account Executive to expand market presence in the north central region by pitching a sophisticated Work AI platform and enterprise search ecosystem.
Daily responsibilities involve sourcing net new logos, navigating complex organizational structures, and managing a value-driven sales cycle. The position exists to scale revenue growth and secure new enterprise logos through tailored account strategies, executive messaging, and rigorous proof of concepts.
What you will do
- Source and close net new logos within a designated territory.
- Navigate complex organizational structures to identify executive sponsors and champions.
- Research customer business objectives to execute a value-driven sales cycle.
- Collaborate with internal partners to move deals forward and ensure customer success.
- Consistently deliver ARR revenue targets through a metric-based approach.
- Develop and execute sales strategies to generate pipeline and repeatable bookings.
- Create ROI and business justification reports based on a data-driven approach.
- Run tight proofs of concept based on business success criteria.
What you need
- Bring eight or more years of closing experience in sales with a track record of top performance.
- Demonstrate the ability to learn, pitch, and demonstrate a highly technical product in a fast-growing environment.
- Show 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.
- Possess previous experience building relationships and selling face-to-face to C-level executives.
- Understand best-of-breed software with a technical grasp of integrations, APIs, infrastructure management, security, and analytics.
- Demonstrate experience selling technical SaaS and cloud-based software solutions.
Nice to have
- Basic understanding of search infrastructure
- Experience working with multiple teammates including SEs, BDRs, PMs, Executives, and Engineers
- Experience with target account selling, solution selling, and using MEDDIC and Challenger or similar methodologies
Benefits
- Medical, Vision, and Dental coverage
- Generous time-off policy
- 401k plan contribution
- Home office improvement stipend
- Annual education and wellness stipends
Skills and tech stack
Questions candidates ask
What is the remote policy for this role?
This role is remote, but candidates must be based in the Nashville, Tennessee area.
What is the compensation for this position?
The standard on-target earnings for this position is $300,000 to $350,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
What experience is required to apply?
Candidates need eight or more years of closing experience in sales with a track record of being a top performer. You must also have experience selling technical SaaS and cloud-based software solutions.
What is included in the interview process regarding AI?
As part of the interview process, you will complete a brief AI-focused exercise or discussion so the team can understand how you think about, design, and use AI to drive impact in your role.