Commercial Account Executive, Central

About the role

Glean is seeking a Commercial Account Executive who 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 west region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI. Location: This role is hybrid (must be based near Austin, TX).

Responsibilities

• 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 organizational 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
• 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

Requirements

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies
• Commercial / Mid Market / Corporate segment selling experience is a MUST
• Previous experience building relationships and selling face-to-face to senior leaders
• Previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives & Engineers

Skills

• 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 organizations
• Effective use of a repeatable method for uncovering greenfield opportunities and building out a new territory
• Knowledge of best‑of‑breed software and a technical understanding of integrations, APIs,