Commercial Account Executive

3 weeks ago

Sydney, New South Wales, Australia Glean Full time
About Glean

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating with tools like Google Drive, Slack, and Microsoft Teams, Glean helps employees access the right knowledge at the right time, boosting productivity and collaboration. The company's AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

About Role:

As a Commercial Account Executive at Glean, you will drive new business and growth within Commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role requires account research, compelling messaging, and champion-building to address customer pain points and priority business outcomes. You will have the opportunity to build a territory in the ANZ region and play a key role in shaping Glean's presence among industry-leading organisations and advancing our mission to transform work with AI.

You will:

  • Source and close net new logos within a given territory in your book of business
  • Have a proven track record of overachieving your targets
  • Respond to inbound leads, including demo requests and event follow ups
  • Navigate organisational structures and identify sponsors and champions
  • Research and understand the business objectives of your customers and perform a value-driven sales cycle
  • Utilize sales methodologies such as MEDDPICC and Command the Message (preferable)
  • Collaborate with internal partners to move deals forward and ensure customer success
  • Consistently deliver ARR revenue targets using a metric-based approach
  • Develop and execute sales strategies to generate pipeline, drive opportunities, and deliver repeatable and predictable bookings
  • Provide timely input to other corporate functions
  • Create ROI and business justification reports based on data
  • Run tight POCs based on business success criteria

About you:

  • 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to ANZ companies
  • Commercial / Mid Market / Corporate segment selling experience is a MUST
  • Ability to learn, pitch and demonstrate a highly technical product and adapt in a fast-growing environment
  • Clear examples of closing complex deals and selling into complex organizations
  • Effective use of a repeatable method for uncovering greenfield opportunities and building out a new territory
  • Experience building relationships and selling face-to-face to senior leaders
  • 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
  • Experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
  • This is a hybrid position; based in Sydney and familiar with the regional market and business practices

Location:

  • Sydney, Australia

We are a diverse team and commit 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.

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Job details
  • Seniority level: Associate
  • Employment type: Full-time
  • Industry: Software Development

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