Gleanwork Enterprise Account Executive at Gleanwork responsible for new logo acquisition and expansion in Northern and Central Coast California. The role involves managing complex sales cycles with C-level executives and building ROI business cases.
Responsibilities
Glean is seeking an experienced, consultative Enterprise Account Executive to lead new logo acquisition and expansion across Texas. You will own the full sales cycle—from pipeline generation through close—navigating complex, multi‐stakeholder deals with C‐level executives and driving a land‐and‐expand motion through effective multi‐threading. Partnering closely with Solutions Engineering, you’ll run compelling evaluations and POCs, quantify impact with clear ROI, and build business cases that accelerate adoption. This high‐impact, quota‐carrying role collaborates cross‐functionally, serves as the voice of the customer, and helps shape product direction while delivering sustained regional growth.
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.
