Strategic Account Executive, Mumbai

Overview

Strategic Account Executive role driving new business and growth within Glean's largest enterprise prospects in the India region, building a territory and developing tailored account strategies.

What you'll do

• Source and close net new logos within a given territory.
• Navigate complex organizational structures and identify executive sponsors and champions.
• Research the business objectives of customers and run a value-driven sales cycle.
• Collaborate with internal partners to move deals forward and ensure customer success.
• Consistently deliver ARR revenue targets 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.

What you'll need

• 10+ years of closing experience in sales with a track record of being a top performer.
• 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.
• Use of 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 software and a technical understanding of integrations, APIs, infrastructure management, security and analytics.
• Experience selling technical SaaS and cloud-based software solutions.
• Experience working with multiple teammates including SEs, BDRs, PMs, executives and engineers.

Nice to have

• Basic understanding of search infrastructure.
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies.

Details

• Location: remote, must be based in Mumbai.
• Compensation is determined by location, level, job-related knowledge, skills and experience; certain roles may be eligible for variable compensation, equity and benefits.