Commercial Account Executive

Commercial Account Executive - AustraliaSydneyAbout 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 businessHave a proven track record of overachieving your targetsRespond to inbound leads, including demo requests and event followupsNavigate organisational structures and identify sponsors and championsResearch and understand the business objectives of your customers and perform a value-driven sales cycleUse sales methodologies such as MEDDPICC and Command the Message where preferableCollaborate with internal partners to move deals forward and ensure customer successConsistently deliver ARR revenue targets and drive success through a metric-based approachDevelop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookingsProvide timely and insightful input to other corporate functionsCreate ROI and business justification reports based on a data-driven approachRun tight POCs based on business success criteriaAbout you:3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to ANZ companiesCommercial / Mid Market / Corporate segment selling experience is a MUSTAbility to learn, pitch and demonstrate a highly technical product and adapt in a fast-growing and changing environmentClear examples of closing complex deals and selling into complex organizationsEffective use of a repeatable method for uncovering greenfield opportunities and building out a new territoryPrevious experience building relationships and selling face-to-face to senior leadersKnowledge of best-of-breed software and a technical understanding of integrations, APIs, infrastructure management, security and analyticsExperience selling technical SaaS and cloud-based software solutionsExperience working with multiple teammates including SEs, BDRs, PMs, Executives & EngineersThis is a remote position; you will be based in Sydney and understand the regional market, including its cultural nuances and business practicesLocation:Sydney, AustraliaWe are a diverse group and we strive to attract and retain diverse talent.
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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