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Glean is seeking an Enterprise Account Executive to join their team in Australia. This role is remote.The Enterprise Account Executive will be responsible for sourcing and closing new business within a defined territory. They will navigate complex organizations to identify key stakeholders, research customer objectives, and execute value-driven sales cycles. Collaboration with internal teams is crucial for deal progression and customer success. The ideal candidate will consistently meet ARR targets using a metric-based approach, develop sales strategies, and provide feedback to corporate functions. They will also create ROI and business justification reports and oversee tight Proof of Concept based on business success criteria.Responsibilities include:
- Sourcing and closing net new logos within a given territory
- Navigating complex organizational structures to identify executive sponsors and champions
- Researching and understanding the business objectives of customers
- Collaborating with internal partners to move deals forward and ensure customer success
- Delivering ARR revenue targets consistently
- Developing and executing sales strategies
- Creating ROI and business justification reports
- Running tight POCs based off of business success criteria
- 5+ 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
- Experience in closing complex deals and selling into complex organizations
- Effective use of a repeatable method for uncovering greenfield opportunities
- 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
- 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
- Competitive compensation
- Flexible work environment and time-off policy
- Transparent culture
- Learning and development opportunities
- Company events
Glean
Glean is an AI-powered enterprise search and knowledge discovery platform. It unifies a company's information, providing relevant search results and connecting employees to generative AI applications. Founded by former Google and Facebook engineers, Glean aims to revolutionize knowledge work by enabling AI assistants that streamline information access and synthesis. The company's platform utilizes advanced search relevance and natural language processing to understand and organize enterprise data. Glean is backed by leading venture capital firms and comprises a diverse team with experience from prominent technology companies.