Commercial Account Executive

2 weeks ago

Sydney, New South Wales, Australia Glean Full time
Overview

Commercial Account Executive - Australia, Sydney

About Glean

Founded in 2019, Glean is an 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 ensures employees can 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.

Glean was founded by Arvind Jain, who aimed to address challenges in finding and understanding information at work. Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and strong application- and agent-building capabilities to redefine how employees work.

About the 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 enter and expand these accounts. This role requires account research, compelling messaging, and champion-building to address customer pain points and achieve priority business outcomes. You will have the opportunity to build a territory in the ANZ region and influence Glean's presence among industry-leading organizations.

You will
  • Source and close net new logos within a given territory in your book of business
  • Have a proven track record of overachieving targets
  • Respond to inbound leads, including demo requests and event followups
  • Navigate organizational structures to identify sponsors and champions
  • Research and understand customers' business objectives and execute a value-driven sales cycle
  • Utilize sales methodologies such as MEDDPICC and Command the Message
  • Collaborate with internal partners to move deals forward and ensure customer success
  • Consistently deliver ARR revenue targets via a metric-based approach
  • Develop and execute sales strategies to generate pipeline and deliver repeatable 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 selling enterprise cloud software (SaaS) to ANZ companies
  • Commercial / Mid Market / Corporate segment selling experience is required
  • Ability to learn, pitch, and demonstrate a technically complex product in a fast-growing environment
  • Proven examples of closing complex deals in large organizations
  • Experience uncovering greenfield opportunities and building a new territory
  • Strong relationship-building and selling to senior leaders face-to-face
  • Knowledge of best-of-breed software and integrations, APIs, infrastructure management, security, and analytics
  • Experience selling technical SaaS and cloud-based software solutions
  • Collaborative experience with SEs, BDRs, PMs, Executives & Engineers
  • Remote position based in Sydney with understanding of the local market
Location
  • Sydney, Australia

We are a diverse group and are committed to an inclusive and diverse workplace. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.


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