• Drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts • Source and close net new logos within a given territory • Navigate complex organizational structures and identify executive sponsors and champions • Research and understand the business objectives of customers and perform a value driven sales cycle • 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 back to other corporate functions • Create ROI and business justification reports based off of a data driven approach • Run tight POCs based off of business success criteria • Build a territory in the SoCal region and shape Glean’s presence among industry-leading organizations