Enterprise Account Executive - Mountain View at Gleanwork · LumiJobs
mid
$250k–$350k
H1B: no
Gleanwork Enterprise Account Executive at Gleanwork responsible for new logo acquisition and expansion in Mountain View, CA. Manages full sales cycle including pipeline generation, complex deal navigation, and collaboration with Sales Engineering.
Responsibilities
Glean is seeking an experienced and consultative Enterprise Account Executive to drive new logo acquisition and expansion in our Mountain View, CA office. You’ll own the full sales cycle—from pipeline generation through close—navigating complex, multi-stakeholder deals with C-level executives, partnering closely with Sales Engineering, and building clear ROI and business cases that accelerate adoption of Glean’s Work AI platform.
Source and close net new logos within a given territory
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 off of a data driven approach
Run tight POCs based off of business success criteria
Qualification
Ability to learnExperience with target account selling
Required
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 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 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
You have 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.
This role is hybrid (3 days a week in our Mountain View, CA office)
