Enterprise Account Executive

📌 Core Information

🔹 Job Title: Enterprise Account Executive

🔹 Company: Glean

🔹 Location: Atlanta, Georgia, United States

🔹 Job Type: Remote

🔹 Category: 💼 Account Management

🔹 Date Posted: Tue Apr 01 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Driving sales by sourcing and closing new business within an assigned territory.
• Navigating complex organizational structures to identify key sponsors and champions.
• Collaborating internally to advance deals and ensure customer success.
• Meeting and exceeding ARR revenue targets through strategic, metrics-driven approaches.

ASSUMPTION: This role is highly strategic and requires significant travel and engagement with executive-level stakeholders due to the focus on complex, enterprise-level sales engagements.

📋 Key Responsibilities

✅ Source and close net new logos within a given territory

✅ Navigate complex organizational structures and identify executive sponsors and champions

✅ Research and understand business objectives of customers

✅ Perform a value-driven sales cycle

✅ Collaborate with internal partners to advance deals and ensure customer success

✅ Consistently deliver ARR revenue targets

✅ Develop and execute sales strategies and tactics

✅ Provide timely and insightful feedback to corporate functions

✅ Create ROI and business justification reports based on data

✅ Run POCs based on business success criteria

ASSUMPTION: The emphasis on POCs and ROI reports suggests a need for analytical and technical proficiency to effectively communicate the value of complex AI-driven solutions to prospective clients.

🎯 Required Qualifications

Education: Not specified

Experience: 6+ years of closing experience in enterprise sales with a proven track record

Required Skills:

• Sales expertise with a focus on enterprise accounts
• Ability to pitch and demonstrate technical products
• Experience engaging with C-level executives and managing long sales cycles

Preferred Skills:

• Understanding of search infrastructure
• Experience with solution selling and sales methodologies like MEDDIC and Challenger

ASSUMPTION: The role demands a deep understanding of SaaS and cloud-based technologies, requiring adeptness in both product knowledge and interpersonal skills to effectively sell technical solutions.

💰 Compensation & Benefits

Salary Range: $185,000 - $300,000 annually, based on factors such as location, skills, and experience

Benefits:

• Competitive compensation
• Healthcare and retirement plans
• Flexible work environment and time-off policies

Working Hours: 40 hours per week, with emphasis on flexibility

ASSUMPTION: The wide salary range indicates variability based on performance expectations and the potential inclusion of equity and other incentive benefits in the compensation package.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specializing in AI-driven solutions

Company Size: 501-1,000 employees; mid-sized, allowing agility combined with significant resource support

Founded: 2019

Company Description:

• Building AI systems to transform workplace knowledge and efficiency
• Highly diverse team innovating in AI and enterprise technology
• Supported by top-tier venture capitalists with a focus on scaling operations

Company Specialties:

• AI Integration
• Enterprise Knowledge Management
• Search and Information Retrieval

Company Website: https://glean-it.com/glean

ASSUMPTION: Although specific specialties were unspecified, AI and software innovation are core, informed by the description of company initiatives and employee expertise.

📊 Role Analysis

Career Level: Senior position, requiring extensive experience and leadership in enterprise sales

Reporting Structure: Likely reporting to regional sales manager or VP of sales based on industry norms

Work Arrangement: Primarily remote with potential travel for client meetings and conferences

Growth Opportunities:

• Advancement to regional sales management
• Opportunities to influence product development based on client feedback
• Potential for equity and stock options in a growing company

ASSUMPTION: Growth opportunities are significant due to company backing, industry growth, and a culture of collaboration among seasoned tech veterans.

🌍 Location & Work Environment

Office Type: Remote-based with future potential for hybrid options

Office Location(s): Corporate headquarters in Palo Alto, CA

Geographic Context:

• Focus on major tech hubs for client engagement
• Potential relocation or travel requirements for career advancement
• Emphasis on digital collaboration tools for remote work integration

Work Schedule: Flexible to accommodate different time zones and client needs

ASSUMPTION: Given the remote work environment, the office culture likely prioritizes results over rigid scheduling, offering autonomy to manage timelines.

💼 Interview & Application Insights

Typical Process:

• Initial screening interview by HR
• Technical and sales proficiency interview
• Final round with leadership and potential case study presentation

Key Assessment Areas:

• Sales track record and strategies
• Technical aptitude in SaaS solutions and enterprise environments
• Ability to engage C-level executives and stakeholders

Application Tips:

• Emphasize prior success in enterprise sales
• Demonstrate adaptability and a data-driven approach
• Prepare to discuss past experiences with complex deal closures

ATS Keywords: Sales strategies, SaaS sales, enterprise clients, relationship building, C-level engagement

ASSUMPTION: The interview process focuses heavily on demonstrating technical knowledge and sales expertise, reflective of the complex and competitive nature of enterprise SaaS sales.

🛠️ Tools & Technologies

• CRM tools (e.g., Salesforce)
• AI-driven analytics and business intelligence platforms
• Communication and collaboration tools (e.g., Slack, Zoom)

ASSUMPTION: Given the role's focus, familiarity with CRM systems and collaborative platforms is critical for effective internal and external communications.

👔 Cultural Fit Considerations

Company Values:

• Innovation and creativity in AI and software development
• Collaboration across diverse, high-performing teams
• Commitment to ethical AI usage and diversity

Work Style:

• Autonomous and results-oriented
• Flexible and adaptable to fast-paced changes
• Empathetic and customer-focused

Self-Assessment Questions:

• Am I comfortable with a remote work environment?
• How do I handle navigating complex organizational structures?
• What is my approach to building C-level relationships?

ASSUMPTION: The ideal candidate aligns with a tech-forward, collaborative culture, focusing on innovation, ethical practices, and customer success.

⚠️ Potential Challenges

• Adapting to rapidly evolving AI technologies
• Maintaining high performance in a flexible remote setting
• Balancing travel demands with personal life
• Managing complex sales cycles with multiple stakeholders involved

ASSUMPTION: These challenges stem from the high-performance expectations typical in enterprise environments and the evolving nature of the tech industry.

📈 Similar Roles Comparison

• Comparable roles often demand extensive travel and in-person engagement
• Many roles in this segment emphasize understanding of broader tech landscapes
• Positions in large enterprises may offer different compensation structures, often weighted towards senior management engagements

ASSUMPTION: The compensation and role dynamics align with both startup agility and mature enterprise structures, offering a unique position in the market.

📝 Sample Projects

• Running a ROI analysis for a prospective client transitioning to AI solutions
• Developing a sales strategy tailored to a complex, multinational client organization
• Partnering with product teams for targeted innovation workshops with large clients

ASSUMPTION: Projects likely focus on leveraging technology to drive business solutions, requiring strategic coordination between sales and tech teams.

❓ Key Questions to Ask During Interview

• What are the growth areas for Glean in the next five years?
• How does Glean support professional development and sales training?
• Can you describe a significant challenge the sales team recently faced and overcome?
• What role does feedback generally play in your sales strategy formulation?
• How is success measured for this position over the first year?

ASSUMPTION: These questions help assess alignment with company goals, understanding of growth potential, and commitment to employee success and feedback integration.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare a resume emphasizing relevant sales accomplishments
• Include a cover letter detailing your experience with high-profile enterprise sales
• Demonstrate proficiency with AI and SaaS technologies in your application
• Be ready for a confidential reference check with previous clients or employers

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.