Enterprise Account Executive, Sacramento

The role

You will drive new logo acquisition and expansion in Northern and Central Coast California. You will own the full sales cycle and navigate complex deals with C-level executives to accelerate adoption of the Work AI platform.

What you will do

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand customer business objectives and perform a value drive sales cycle
• Collaborate with internal partners to move deals forward
• Deliver ARR revenue targets through a metric based approach
• Develop and execute sales strategies to generate pipeline and deliver bookings
• Provide timely and insightful input back to other corporate functions
• Create ROI and business justification reports
• Run tight POCs based off of business success criteria

Required qualifications

• 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
• Ability to adapt in a fast growing and changing environment
• Clear examples of closing complex deals and selling into complex organizations
• 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
• Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & 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

• Medical, Vision, and Dental coverage
• Generous time-off policy
• 401k plan contribution opportunity
• Home office improvement stipend
• Annual education and wellness stipends
• Regular events
• Healthy lunches daily

Before you apply

• Must be based in Sacramento
• You'll complete a brief AI-focused exercise or discussion as part of the interview process

About the company

Glean is the Work AI platform that helps everyone work smarter with AI. It provides an ecosystem including intelligent Search, an AI Assistant, and scalable AI agents.