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Senior Business Development Representative

2 months ago

Palo Alto, California, United States Glean Full time
About Glean

We're on a mission to revolutionize the way businesses access and utilize knowledge. Our vision is to create a world where companies can tap into a vast network of intelligence, freeing them to focus on innovation and growth.

We're building a platform that connects AI and knowledge, providing a seamless experience for enterprises to discover, create, and synthesize information. Our team of experts is dedicated to helping businesses unlock their full potential.

Role

As a Senior Business Development Representative at Glean, you'll play a critical role in identifying and engaging new prospects that align with our company's goals. You'll work closely with our Account Executives to generate qualified sales opportunities, contributing to the company's revenue growth.

We'll provide you with the tools, training, and mentorship needed to succeed in this role. You'll have the opportunity to work with a diverse team of professionals who share your passion for innovation and customer success.

Key Responsibilities
  • Generate new business pipeline through prospecting and outbound opportunities
  • Partner with Account Executives to identify and source net new pipeline and assist with researching lines of business and personas
  • Identify key decision-makers within new large enterprise and strategic accounts
  • Gain interest from prospective customers through channels such as cold calling and emails to break into net new logos in assigned territory
  • Run your own qualification calls with potential clients, helping to guide them through the first part of the evaluation process
  • Demonstrate attentive listening skills when understanding customer requirements and articulate how Glean can meet those needs better than other solutions
  • Consistently meet established quota targets that will contribute to the company's revenue growth
  • Work with the Marketing team to provide feedback on MQLs and campaigns
  • Represent Glean at strategic marketing events and trade shows
  • Develop critical sales skills, such as leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritization and time management, and more
Requirements
  • Bachelor's degree from a four-year university
  • 9+ months of experience in prospecting and cold outreach with a proven, consistent track record of exceeding goals
  • Team-centric mindset and demonstrated ability to work well in a collaborative environment
  • Excellent time management skills and ability to juggle multiple priorities
  • Strong communication skills and ability to identify potential customer opportunities
  • A love for making an impact and working with a team to hit key goals and metrics
  • Passion and curiosity around technology with an excitement to comprehend and articulate value points to customers
  • The desire to work in a fast-paced, dynamic startup culture
Preferred Experience
  • Experience in SaaS sales is a plus
  • Experience researching, account planning, prospecting, and cold calling into a large list of net new accounts
  • Proficiency with Salesforce and other sales enablement tools (i.e. Outreach, Sales Navigator)
Benefits
  • Competitive compensation
  • Medical, Vision and Dental coverage
  • Flexible work environment and time-off policy
  • 401k
  • Company events
  • A home office improvement stipend when you first join
  • Annual education stipend
  • Wellness stipend
  • Healthy lunches and dinners provided daily