Mid-Market Account Executive, East

The role

This role drives new business and growth within commercial and mid-market prospects. You will develop tailored strategies, research accounts, and build champions to deliver on customer pain points.

What you will do

• Source and close net new logos within a given territory
• Respond to inbound leads including demo requests and event followups
• Navigate organizational structures to identify sponsors and champions
• Research and understand customer business objectives
• 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 bookings
• Provide timely and insightful input to other corporate functions
• Create ROI and business justification reports
• Run tight POCs based on business success criteria

Required qualifications

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies
• Commercial / Mid Market / Corporate segment selling experience is a MUST
• 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 senior leaders
• 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

• Sales methodologies such as MEDDPICC and Command the message

Benefits

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

Before you apply

• 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 AI ecosystem including Search, an AI Assistant, and scalable AI agents on a secure, open platform.