Strategic Account Executive

• Source and close net-new logos within the assigned territory
• Navigate complex organisational structures and identify executive sponsors and champions
• Research customer business objectives and run value-driven sales cycles
• Collaborate with internal partners to advance deals and ensure customer success
• Consistently exceed ARR revenue targets using a metric-based approach
• Develop and execute sales strategies to generate pipeline, drive opportunities and deliver predictable bookings
• Provide timely, insightful input to corporate functions
• Create ROI and business justification reports using a data-driven approach
• Run proof-of-concepts based on business success criteria
• Build the territory and Glean’s presence in the Japan market

• 10+ years of closing experience in Sales, with a track record of being a top performer in SaaS sales
• Ability to learn, pitch and demonstrate a highly technical product and adapt in a fast-growing and changing environment
• Clear examples of closing complex deals and selling into complex organisations
• Experience using a repeatable method for uncovering greenfield opportunities and building a new territory
• Previous experience building relationships and selling face-to-face to C-level executives
• Knowledge of best-in-class software and technical understanding of integrations, APIs, infrastructure management, security and analytics
• Experience selling technical SaaS and cloud-based software solutions
• Experience working with SEs, BDRs, PMs, Executives and Engineers

• Certain roles may be eligible for variable compensation, equity and benefits
• AI-focused interview exercise or discussion to assess AI fluency