Strategic Account Executive
Glean
Mumbai, IndiaPosted 2 months ago
Skill Required
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Key highlights
- 10+ years of closing experience in Sales required
- Remote role based in Mumbai
- Eligible for variable compensation, equity, and benefits
Role overview
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 India region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.
Responsibilities
- 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 customers and perform a value-driven sales cycle
- Collaborate with internal partners to move deals forward and ensure customer success
- 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
Requirements
- 10+ 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
- 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 software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics
- Experience selling technical SaaS and cloud-based software solutions
- Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives, and Engineers
Nice to have
- Basic understanding of search infrastructure
- Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies
Benefits
- Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience
- Certain roles may be eligible for variable compensation, equity, and benefits
Additional details
- This role is remote (must be based in Mumbai)
- We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. 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.
- At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.
- Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement.
- By clicking 'Submit Application,' I confirm that I have read the Global Data Privacy Notice and the Applicant Arbitration Agreement, and I agree to the terms.