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Commercial Account Executive

2 weeks ago

Sydney, New South Wales, Australia Glean Full time
This is a Commercial Account Executive - Australia role with Glean based in Sydney, NSW, AU
== Glean ==

Role Seniority - mid level

More about 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.

Glean was born from Founder & CEO Arvind Jain's deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally 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 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

  • Have the ability to navigate organisational structures and identify sponsors and champions

  • Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle

  • Sales methodologies such as MEDDPICC and Command the message preferable 

  • Collaborate with internal partners to move deals forward and ensure customer success 

  • You will consistently deliver ARR revenue targets and drive success through a metric-based approach

  • Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings

  • Provide timely and insightful input to other corporate functions

  • Create ROI and business justification reports based on a data-driven approach

  • 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 have the ability to adapt in a fast-growing and changing environment

  • Have clear examples of closing complex deals and selling into complex organizations

  • Effectively 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

  • You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers

  • This is a remote position, you will be based in Sydney and know that regional market, including its cultural nuances 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're 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.

#LI-HYBRID

Before we jump into the responsibilities of the role. No matter what you come in knowing, you'll be learning new things all the time and the Glean team will be there to support your growth.

Please consider applying even if you don't meet 100% of what's outlined

Key Responsibilities
  • Driving new business
  • Achieving targets
  • Developing sales strategies
Key Strengths
  • Sales experience
  • Account research
  • Collaboration
  • Sales methodologies
  • Technical knowledge
  • Relationship building
Why Glean is partnering with Hatch on this role. Hatch exists to level the playing field for people as they discover a career that's right for them. So when you apply you have the chance to show more than just your resume.

A Final Note: This is a role with Glean not with Hatch.