Enterprise Account Executive- TN/KY

Glean; Tennessee; Remote; USD 250,000 - 300,000; Full time

Job summary

An innovative AI company is seeking a Sales Executive with 6+ years of experience in closing sales. This remote position focuses on sourcing new clients and achieving revenue targets. The ideal candidate has a strong background in selling technical SaaS solutions and a proven track record in complex deal negotiation with C-level executives. Competitive compensation ranges from $250,000 - $300,000 annually, accompanied by a comprehensive benefits package.

Benefits

Medical, vision, and dental coverage

Generous time-off policy

401k plan contribution

Qualifications

• 6+ years of closing experience in Sales.
• Ability to learn and demonstrate technical products.
• Experience selling technical SaaS and cloud-based solutions.

Responsibilities

• Source and close net new logos within a given territory.
• Deliver ARR revenue targets through a metric-based approach.
• Collaborate with internal partners to ensure customer success.

Skills

Sales closing

Technical pitching

Complex deal negotiation

Relationship building

Understanding of SaaS

Technical integrations knowledge

Job description

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need.

Job Responsibilities

You will:

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of your customers and perform a value-driven sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• 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 back 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

Requirements include:

• 6+ 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 and adapt in a fast-growing and changing environment
• Clear examples of closing complex deals and selling into complex organizations
• Effective use of a repeatable method for uncovering greenfield opportunities and building out a new territory
• Previous experience building relationships and selling face-to-face to C-level executives
• Knowledge of best-of-breed software 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, and Engineers
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus

Location

This role is remote but must be based in either Tennessee or Kentucky.

Compensation and Benefits

The OTE range for this role is $250,000 - $300,000 annually. We offer a comprehensive benefits package, including competitive compensation, medical, vision, and dental coverage, a generous time-off policy, and the opportunity to contribute to your 401k plan.

Diversity and Inclusion

We are committed to an inclusive and diverse company culture and do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

EEO Statement

Glean is an equal opportunity employer and welcomes applicants from diverse backgrounds.