Enterprise Account Executive

Globality; Palo Alto (CA); On-site; USD 180,000 - 290,000; Full time

Benefits offered by this job

Premium Health Benefits

Distributed Team Building

Learning & Development

Award Winning Culture

Job summary

Globality, based in Palo Alto, is seeking an Enterprise Account Executive to own a full-cycle sales process for transformative SaaS platforms. You will hunt for large, multi-stakeholder opportunities, engage senior executives, and close deals that redefine enterprise procurement.

You will leverage a deep network across Global 2000 accounts and work with marketing, product, and customer success to craft tailored solutions, driving growth and long-term partnerships.

Qualifications

• 6+ years of experience selling transformational, new technology-based solutions to large enterprise accounts.
• Proven ability to land new accounts and expand them over time.
• Experience with usage-based sales and pricing models is a plus.
• Strong collaboration with cross-functional teams to craft tailored solutions.

Responsibilities

• Own the full sales cycle for complex SaaS deals from discovery to closure.
• Build and expand relationships with C-level executives and procurement leaders.
• Develop and execute strategic plans to meet revenue targets.
• Hunt and prospect enterprise-level companies and build your own pipeline.
• Collaborate with marketing, product, and customer success to tailor proposals.

Skills

Hunter mentality

C-suite interactions

Enterprise sales

Strategic account planning

Pipeline development

Job description

• Globality is redefining how the world’s largest enterprises source and manage spend. Our AI-powered platform, Glo, replaces manual procurement with autonomous sourcing — and we’re looking for an Enterprise Account Executive who wants to sell a category-defining platform into category-defining companies
• You’ll own the full sales cycle for complex, high-value SaaS deals — hunting and qualifying opportunities, building relationships with senior executives and procurement leaders, and closing business that reshapes how enterprises operate
• You know how to land an account and expand it over time, and you bring an existing network of relationships across the Global 2000 that you can put to work from day one. If you’ve closed complex, multi-stakeholder deals and want to sell something genuinely transformative, this is the seat
• Develop and execute a strategic sales plan to achieve revenue targets and drive business growth
• Hunt and prospect enterprise-level companies across various industries — building your own pipeline rather than relying solely on leads generated by others — and engage key decision-makers to understand their needs and present Globality’s value proposition effectively
• Land new accounts and expand them systematically over time, growing usage and revenue within each customer
• Collaborate with internal teams, including marketing, product, and customer success, to develop tailored solutions and proposals for clients
• Drive the entire sales cycle, from initial engagement and discovery to contract negotiation and closure
• Build and maintain strong relationships with executive-level clients, serving as a trusted advisor and understanding their business objectives and challenges
• Build a broad network of relationships across each account — from C-level economic buyers to day-to-day practitioners — to deepen trust and reduce single-threaded risk
• Conduct regular business reviews to ensure client satisfaction, identify upselling and cross-selling opportunities, and address any concerns or issues proactively
• Collaborate closely with the customer success team to ensure a smooth onboarding process, successful adoption of Globality’s platform, and ongoing client engagement
• Stay up-to-date with industry trends, market dynamics, and competitive landscape to identify new business opportunities and develop effective sales strategies
• Gather and analyze client feedback and market intelligence, providing valuable insights to internal teams for product enhancement and innovation
• Maintain accurate and up-to-date sales records, activities, and forecasts
• Generate regular reports on sales performance, pipeline development, and revenue projections, presenting insights and recommendations to the sales leadership team

Benefits

• Premium Health Benefits
• Distributed Team Building
• Learning & Development
• Award Winning Culture

6+ years of experience selling transformational, new technology-based solutions to large enterprise accounts, ideally within a Global 2000 client base, with a network of enterprise relationships you bring with youFamiliarity with usage-based sales and pricing motions, and the ability to navigate consumption-based commercial modelsA highly collaborative working style — this is a critical cultural attribute we look for — with a track record of working closely with internal functions such as other Account Executives, BDRs marketing, Customer Success, Solutions Consultants, and Partnerships to create demand and close businessA true hunter mentality — comfortable generating and building your own pipeline rather than relying solely on pipeline generated by marketing or BDRsProven track record of landing new accounts and expanding them over time, consistently achieving or exceeding sales targets in a complex B2B enterprise sales environmentExperience in sourcing and procurement highly preferredDemonstrated gravitas to interact at the C-suite level, as well as ability to partner with working-level influencers and build a network of relationships at each accountStrong business acumen and understanding of enterprise sales cycles, including stakeholder management, procurement processes, and contract negotiationsPassion for disrupting the status quo of how business is done today, particularly in the realm of procurement