Enterprise Account Executive

Enterprise Account ExecutivePalo Alto, CAGlobality is the autonomous sourcing platform to manage the entire intake to award process. At Globality, we build agentic technology that transforms how global enterprises source goods and services — autonomously, at scale, and without the inefficiencies that have defined procurement for decades. Our platform interprets purchase intent, generates sourcing materials, evaluates suppliers, and executes negotiation strategies without manual intervention.The RoleGlobality is redefining how the world's largest enterprises source and manage spend. Our AI-powered platform, Glo, replaces manual procurement with autonomous sourcing — and we're looking for an Enterprise Account Executive who wants to sell a category-defining platform into category-defining companies.You'll own the full sales cycle for complex, high-value SaaS deals — hunting and qualifying opportunities, building relationships with senior executives and procurement leaders, and closing business that reshapes how enterprises operate. You know how to land an account and expand it over time, and you bring an existing network of relationships across the Global 2000 that you can put to work from day one. If you've closed complex, multi-stakeholder deals and want to sell something genuinely transformative, this is the seat.What You Will DoSales Strategy and Execution:Develop and execute a strategic sales plan to achieve revenue targets and drive business growthHunt and prospect enterprise-level companies across various industries — building your own pipeline rather than relying solely on leads generated by others — and engage key decision-makers to understand their needs and present Globality's value proposition effectivelyLand new accounts and expand them systematically over time, growing usage and revenue within each customerCollaborate with internal teams, including marketing, product, and customer success, to develop tailored solutions and proposals for clientsDrive the entire sales cycle, from initial engagement and discovery to contract negotiation and closureRelationship Management:Build and maintain strong relationships with executive-level clients, serving as a trusted advisor and understanding their business objectives and challengesBuild a broad network of relationships across each account — from C-level economic buyers to day-to-day practitioners — to deepen trust and reduce single-threaded riskConduct regular business reviews to ensure client satisfaction, identify upselling and cross-selling opportunities, and address any concerns or issues proactivelyCollaborate closely with the customer success team to ensure a smooth onboarding process, successful adoption of Globality's platform, and ongoing client engagementMarket and Competitive Analysis:Stay up-to-date with industry trends, market dynamics, and competitive landscape to identify new business opportunities and develop effective sales strategiesGather and analyze client feedback and market intelligence, providing valuable insights to internal teams for product enhancement and innovationSales Reporting and Forecasting:Maintain accurate and up-to-date sales records, activities, and forecastsGenerate regular reports on sales performance, pipeline development, and revenue projections, presenting insights and recommendations to the sales leadership teamWhat You Bring6+ years of experience selling transformational, new technology-based solutions to large enterprise accounts, ideally within a Global 2000 client base, with a network of enterprise relationships you bring with youExperience in sourcing and procurement highly preferredProven track record of landing new accounts and expanding them over time, consistently achieving or exceeding sales targets in a complex B2B enterprise sales environmentA true hunter mentality — comfortable generating and building your own pipeline rather than relying solely on pipeline generated by marketing or BDRsStrong business acumen and understanding of enterprise sales cycles, including stakeholder management, procurement processes, and contract negotiationsFamiliarity with usage-based sales and pricing motions, and the ability to navigate consumption-based commercial modelsDemonstrated gravitas to interact at the C-suite level, as well as ability to partner with working-level influencers and build a network of relationships at each accountA highly collaborative working style — this is a critical cultural attribute we look for — with a track record of working closely with internal functions such as other Account Executives, BDRs marketing, Customer Success, Solutions Consultants, and Partnerships to create demand and close businessPassion for disrupting the status quo of how business is done today, particularly in the realm of procurementWhy GlobalityThe opportunity is enormous. Enterprise procurement is one of the last major business functions to be transformed by AI. We're not optimizing at the margins — we're fundamentally rethinking how trillions of dollars get spent.The team is world-class. Our leadership team brings decades of experience from leading global enterprises, and our culture is built for people who want real ownership, not titles.You'll have real impact. This isn't a role where you execute someone else's playbook. You'll shape the strategy, build the programs, and see the direct business impact of your work.We work together — literally. We're in the Palo Alto office four days a week because the best ideas—and the fastest decisions—happen face to face. One day is yours to work wherever you're most effective.The anticipated annual pay scale for this position is $250,000-$330,000. Actual salaries will vary depending on factors including but not limited to location, experience, and performance. The range listed is just one component of Globality's total compensation package for employees. This information is provided per the California Equal Pay Act. We are an equal opportunity employer and a participant in the E-Verify program. We believe diversity makes teams better and that discrimination based on race, gender, or anything else is self-defeating.