Glean

Amsterdam

Commercial Account Executive - Benelux

ON-SITE SENIOR

Posted 12 months ago

Quick Summary

Role Overview

As a Commercial Account Executive at Glean, you will be responsible for driving new business and growth within Commercial and mid-market prospects in the EMEA region. This role involves developing tailored strategies, building champions, and delivering on customer pain points to achieve Annual Recurring Revenue (ARR) targets. You will play a pivotal role in expanding Glean's presence and advancing its mission to transform work with AI.

Key Responsibilities

Source and close net new logos within a defined territory.
Respond to inbound leads, including demo requests and event follow-ups.
Navigate organizational structures to identify sponsors and champions.
Research customer business objectives and perform value-driven sales cycles.
Collaborate with internal partners to advance deals and ensure customer success.
Develop and execute sales strategies to generate pipeline and drive predictable bookings.

Requirements Snapshot

3+ years of direct field sales closing experience with enterprise cloud software in EMEA.
Proven experience selling into the Commercial / Mid Market / Corporate segment.
Ability to learn, pitch, and demonstrate a highly technical product.
Clear examples of closing complex deals within complex organizations.
Previous experience building relationships and selling face-to-face to senior leaders.

Expected Impact

The Commercial Account Executive will significantly contribute to Glean's growth by expanding its customer base in the EMEA Commercial and mid-market segments. They will deliver consistent ARR revenue targets, establish a strong market presence for Glean's AI platform, and help organizations leverage collective intelligence to boost productivity and collaboration.

A DesignJobs.World summary of the employer's posting, written to highlight scope, requirements, and fit (AI-assisted, human-reviewed).
For full details, see the description below.

Job Description

About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

About Role:

As a Commercial Account Executive at Glean, you 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 EMEA region and play a key role in shaping Glean’s presence among industry-leading organisations and advancing our mission to transform work with AI.

You will:

Source and close net new logos within a given territory in your book of business
Respond to inbound leads, including demo requests and event followups
Have the ability to navigate organisational 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
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 to other corporate functions
Create ROI and business justification reports based on a data-driven approach
Run tight POCs based on business success criteria

About you:

3+ years of closing experience with direct field sales experience selling enterprise cloud software to EMEA companies.
Commercial / Mid Market / Corporate 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 senior leaders.
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
You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
This is a remote position, you will be based in BENELUX and know that regional market, including its cultural nuances and business practices.

Location:

Amsterdam (The role is remote)

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organisation. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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