About the Role:

Glean is seeking a Commercial Account Executive who will drive new business and growth within commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling messaging, and champion-building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the west region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.

You will:

Source and close net new logos within a given territory in your book of business
Have a proven track record of overachieving your targets
Respond to inbound leads, including demo requests and event followups
Have the ability to navigate organizational structures and identify sponsors and champions
Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
Sales methodologies such as MEDDPICC and Command the message preferable
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 to other corporate functions
Create ROI and business justification reports based on a data-driven approach
Run tight POCs based on business success criteria

About you:

3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies.
Commercial / Mid Market / Corporate segment selling experience is a MUST
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 senior leaders.
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
You have previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives & Engineers

Location:

This role is hybrid (must be based near Austin, TX)

Compensation and Benefits:

The standard OTE range for this position is $180,000 - $230,000 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’re committed to building and sustaining a diverse, inclusive workplace. We strive to attract and retain people with a wide range of backgrounds, experiences, and perspectives, and we do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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Commercial Account Executive, Central

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