Commercial Account Executive

22 hours ago

Sydney, New South Wales, Australia Glean Full time
Commercial Account Executive - Australia

Join to apply for the Commercial Account Executive - Australia role at Glean

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 seamlessly 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 cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

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 break into and expand these accounts. This role demands account research, compelling 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 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 followups
  • Navigate organisational structures and identify sponsors and champions
  • Research and understand the business objectives of customers and perform a value-driven sales cycle
  • 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 and drive success through a metric-based approach
  • Develop and execute sales strategies to generate pipeline and deliver predictable bookings
  • Provide timely input to other corporate functions
  • Create ROI and business justification reports based on data-driven insights
  • 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
  • Ability to learn, pitch and demonstrate a highly technical product in a fast-growing environment
  • Proven examples of closing complex deals in complex organizations
  • Experience uncovering greenfield opportunities and building out a new territory
  • Previous experience 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 collaborating with SEs, BDRs, PMs, Executives & Engineers
  • This is a remote position; based in Sydney with knowledge of the regional market and business practices
Location
  • Sydney, Australia

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organisation. We are 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.


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