Strategic Account Executive

This is a fully remote position, open to applicants in India.

📋 Description

• Drive new business and foster growth within the largest enterprise prospects.

• Develop customized strategies to penetrate and expand major accounts.

• Source and secure new logos within a specified territory.

• Navigate intricate organizational structures to identify executive sponsors and champions.

• Research customer business objectives and conduct value-driven sales cycles.

• Collaborate with internal partners to advance deals and ensure customer success.

• Achieve ARR revenue targets through a metric-based approach.

• Formulate and implement sales strategies to generate pipeline, drive sales opportunities, and ensure repeatable, predictable bookings.

• Provide timely and insightful feedback to corporate functions.

• Create ROI and business justification reports utilizing a data-driven approach.

• Conduct well-structured POCs based on business success criteria.

• Establish the India-region territory and contribute to shaping Glean's presence among industry-leading organizations.

⛳️ Requirements

• Over 10 years of closing experience in Sales with a proven record of being a top performer.

• Ability to learn, pitch, and demonstrate a highly technical product while adapting in a fast-paced and dynamic environment.

• Clear examples of successfully closing complex deals and selling to intricate organizations.

• Experience in uncovering greenfield opportunities and developing a new territory.

• Previous experience in building relationships and selling face-to-face to C-level executives.

• Knowledge of best-of-breed software along with a technical understanding of integrations, APIs, infrastructure management, security, and analytics.

• Experience in selling technical SaaS and cloud-based software solutions.

• A basic understanding of search infrastructure is a plus.

• Experience collaborating with SEs, BDRs, PMs, executives, and engineers.

• Familiarity with target account selling, solution selling, and methodologies such as MEDDIC and Challenger (or similar) is advantageous.

• Must be based in Mumbai.

🏝️ Benefits

• Certain roles may qualify for variable compensation, equity, and additional benefits.

• Commitment to an inclusive and diverse company culture.

• AI-focused exercise or discussion included as part of the interview process.