Strategic Account Executive - DACH

Glean; Germany (OH); Remote; USD 93,000 - 141,000; Full time

Job summary

A leading AI-powered knowledge management platform is seeking a Strategic Account Executive to drive new business growth within major enterprise accounts, focusing on the EMEA region. The ideal candidate should have over 10 years of direct field sales experience in enterprise cloud software, with a proven ability to close complex deals and build relationships with C-level executives. This is a remote position based out of the DACH region.

Qualifications

• 10+ years of closing experience with direct field sales.
• Experience with enterprise software sales to large companies.
• Ability to adapt in a fast-growing environment.

Responsibilities

• Drive new business and growth within enterprise prospects.
• Collaborate with internal partners to move deals forward.
• Develop and execute sales strategies to generate pipeline.

Skills

Enterprise cloud software sales

Complex deal closing

C-level executive engagement

Technical product demonstration

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. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

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. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to redefine how employees work.

About Role

As a Strategic Account Executive at Glean, you will drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role demands sophisticated account research, executive-level 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 EMEA 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 the ability to navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
• 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 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

• 10+ years of closing experience with direct field sales experience selling enterprise cloud software to the largest companies in Japan.
• Large Enterprise to Majors 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 C level executives
• Knowledge of the best 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
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
• This is a remote position, you will be based out of DACH region and know the market, including its cultural nuances and business practices.

Location

• Germany (The role is remote)

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organisation. We\'re committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.