Glean

Majors Account Executive

We’re on a mission to bring people the knowledge they need to make a difference in the world.

  • Sales and customer success

  • Full-time

  • Office | Melbourne, VIC, Australia

  • Visa sponsorship · No

  • Senior · A role for someone with advanced knowledge and skills. May involve mentoring, leading others or specialisation. Typically at least 5 years of experience.

  • ·

Why Glean

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Glean searches across all your company’s apps to help you find exactly what you need and discover the things you should know.

About the role

 What you will do and achieve:  

  • Source and close net new logos within a given territory
  • Have the ability to navigate complex organizational structures and identify executive sponsors and champions
  • Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
  • 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 back to other corporate functions
  • Create ROI and business justification reports based on a data driven approach
  • Run tight POCs based on business success criteria

Minimum REQUIRED Knowledge, Skills, and Abilities:  

  • 10+ years of closing experience with direct field sales experience selling enterprise cloud software to the largest APAC companies.
  • Large Enterprise to Majors 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 C level executives
  • 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
  • Basic understanding of search infrastructure is a plus
  • You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
  • This is a remote position, you will be based out of Melbourne / Sydney region and know the APAC market, including its cultural nuances and business practices.

What you'll be responsible for

  • ⭐️

    Sales Pipeline Fulfilment

    Ensure the top of the sales pipeline is adequately filled with quality leads

  • 💬

    Customer Advocacy and Feedback

    Advocate for customers by providing feedback to internal teams on how to better meet customer needs

  • 💼

    Sales Pipeline Management

    Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities

Skills you'll need

  • 👥

    Collaboration

    Works with others by being open, clear in communication and listening to achieve goals

  • 📊

    Results orientation

    Focuses on outcomes and the steps it takes to achieve them

  • 💡

    Problem solving

    Identifies problems and develops logical solutions that address the problems

Meet the team

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Sales

Glean

Our sales team helps customers around the world discover the value of Glean, and relays their feedback so we can build an even stronger product.