Enterprise Account Executive

Glocomms; California; On-site; USD 300,000 - 350,000; Full time

Job summary

Glocomms is seeking an Enterprise Account Executive to drive new business with large enterprise customers. You will own the full sales cycle, coordinating with executive stakeholders to build compelling ROI cases and close high-value agreements.

The role requires 5+ years in enterprise software, SaaS, or AI sales, with a track record of navigating procurement, security, and legal reviews. You will collaborate with product, engineering, and customer success teams to ensure successful outcomes.

Qualifications

• 5+ years in enterprise software, SaaS or AI sales at large accounts.
• Proven ability to close complex enterprise deals with multi-stakeholder buyers.
• Experience building ROI-driven business cases and leading pilots or evaluations.
• Familiarity with MEDDPICC or similar enterprise sales methodologies.

Responsibilities

• Own full enterprise sales cycle from prospecting to close.
• Engage executive-level buyers and cross-functional buying committees.
• Lead complex sales motions including security, procurement, and legal reviews.
• Design and manage pilots and POCs that become long-term relationships.
• Build ROI-focused business cases showing measurable impact.
• Collaborate with product, engineering, and customer success teams.
• Forecast accurately and manage deal risk using MEDDPICC.
• Identify expansion opportunities and drive account growth.

Skills

Enterprise sales

SaaS sales

AI sales

Multi-stakeholder deals

Executive engagement

Negotiation

ROI business cases

MEDDPICC

Tools

MEDDPICC

Job description

Our client is a rapidly growing AI company transforming how enterprises engage with customers through cutting-edge conversational and voice automation technology. Backed by leading investors and experiencing significant revenue growth, they are helping some of the world's largest organizations modernize customer experience operations through AI-driven solutions.

With a strong product-market fit and an expanding enterprise customer base, the company is entering its next phase of growth and is looking for entrepreneurial sales professionals who thrive in high-velocity environments. This is an opportunity to join a company at the forefront of the AI revolution and play a direct role in shaping go-to-market strategy alongside executive leadership.

The organization offers a highly collaborative culture, significant ownership, and the chance to work with innovative technology that is delivering measurable business outcomes for enterprise customers across multiple industries.

Role Overview

Our client is seeking an Enterprise Account Executive to drive new business growth within large enterprise organizations. This individual will own the full sales cycle, working closely with executive, technical, and operational stakeholders to identify opportunities, build business cases, manage complex evaluations, and close high-value enterprise agreements.

Key Responsibilities

• Own the full enterprise sales cycle from prospecting and discovery through negotiation, contracting, and close
• Develop and maintain relationships with executive-level decision-makers and cross-functional buying committees
• Lead complex sales motions involving technical validation, security reviews, procurement, and legal stakeholders
• Design and manage proof-of-concepts and pilot programs that convert into long-term customer relationships
• Build compelling business cases that demonstrate ROI and measurable business impact
• Partner closely with product, engineering, and customer success teams to deliver successful customer outcomes
• Utilize MEDDPICC methodology to qualify opportunities, forecast accurately, and mitigate deal risk
• Identify expansion opportunities and drive long-term account growth

Requirements

• 5+ years of enterprise software, SaaS, or AI sales experience
• Proven track record of closing complex enterprise deals
• Experience managing multi-stakeholder sales cycles across executive, business, and technical buyers
• Strong background selling technical solutions to large enterprise organizations
• Demonstrated success navigating procurement, legal, security, and IT review processes
• Experience building ROI-driven business cases and leading customer evaluations or pilots
• Familiarity with MEDDPICC or similar enterprise sales methodologies
• Excellent communication, presentation, and negotiation skills

Preferred Qualifications

• Experience selling AI, automation, customer experience, communications, or contact center technologies
• Background working in high-growth startup environments
• Ability to engage confidently with both technical and executive audiencesn
• Experience selling solutions involving APIs, integrations, or enterprise platforms
• History of consistently exceeding quota and closing six- or seven-figure opportunities
• Comfortable operating with a high degree of autonomy and ownership

Compensation:

Competitive total on-target earnings of $300,000-$350,000 (inclusive of base salary and commission), plus equity participation.