• Identify and cultivate new business opportunities through lead generation. • Build and maintain strong relationships with new and existing customers. • Understand customer needs and recommend products based on their requirements. • Develop long-term partnerships to support business growth. • Support sales representatives by handling administrative and operational tasks. • Ensure sales teams have updated materials and resources to improve productivity. • Serve as the first point of contact for urgent calls, emails, and customer requests when representatives are unavailable. • Coordinate sales-related activities to maintain workflow efficiency. • Process orders via phone, email, and mail with accuracy and timeliness. • Verify pricing, discounts, and product details before order completion. • Ensure customer satisfaction through accurate order handling and timely follow-up. • Maintain strong communication with customers regarding order status and product information. • Maintain accurate sales records and customer information. • Prepare reports and provide updates for the senior management team. • Track sales activities and customer interactions for performance analysis.

Role Description At Firefly, we are looking for a UK based Account Executive to join our global sales team. The position is fully remote, open to candidates located in the United Kingdom. As an Account Executive, you’ll step into a rare early-stage opportunity with a fast-growing company. As the architect of a modern outbound strategy, you’ll: - Accelerate inbound prospects - Lead pipeline generation sprints - Execute velocity and value-based sales cycles across diverse industries At Firefly, where product-market fit is exceptional, you’ll thrive in an environment rich with velocity and value motions. Responsibilities - Create detailed business plans to reach predetermined goals and quotas - Identify, qualify, negotiate, and close new business opportunities - Manage and drive the sales cycle from an initial stage to securing a deal - Demonstrate the Firefly product to potential customers using a ‘consultative selling’ approach and demonstrating value according to customer needs - Negotiate with relevant stakeholders in the prospect organizations (procurement, legal, and more) - Collaborate with sales leadership and Sales Engineers to create and refine the lead qualification process Requirements - Have proven experience as an Account Executive of at least 5 years from a startup/tech company, selling to Enterprise clients - Lead generation and account management experience - Have good familiarity with the Cloud ecosystem - Terraform, CloudFormation, or IaC knowledge - Have experience working with DevOps / SRE teams - a big advantage - Have excellent communication, presentation skills and interpersonal skills - Experience in hunting and nurturing relationships with key stakeholders - Have knowledge of market research, sales, and negotiating principles - Have outstanding knowledge of CRM software (e.g. HubSpot) - a plus Company Description Firefly’s Cloud Infrastructure Automation Platform enables organizations to automate, manage, and govern their entire cloud footprint with IaC. Agile and efficient cloud practitioners use Firefly for its AI-assisted remediations, streamlined IaC orchestration, and a unified system of record for Cloud Asset Management. With Firefly, Platform and DevOps teams can finally uncomplicate their cloud, while accelerating cloud innovation and maintaining security and performance at scale. Firefly is committed to a diverse and inclusive workplace. Firefly is an equal opportunity employer and does not discriminate against any employee or job applicant on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

• Have an experience of 15-25 Years with relevant experience around Enterprise SaaS/ Data/ PaaS Sales • Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target list of existing accounts, and a regional sales plan • Develop marketing plans with the marketing team to drive revenue growth • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace • Prospect qualification and the development of new sales opportunities in new target accounts of Snowflake and build ongoing revenue streams • Arrange and conduct Executive and CxO discussions and positioning meetings. • Sales process management and opportunity closure • Ongoing account management to ensure customer satisfaction and drive additional revenue streams • Be familiar with a solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organisation and contact management capabilities

Title: Strategic Account Executive - Texas Location:Dallas, TX, United States Remote Job Description: About Glean: Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry's most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business - without vendor lock-in or costly implementation cycles. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean's agentic capabilities - AI agents that automate real work across teams by accessing the industry's broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognized by Fast Company as one of the World's Most Innovative Companies (Top 10, 2025), by CNBC's Disruptor 50, Bloomberg's AI Startups to Watch (2026), Forbes AI 50, and Gartner's Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we're helping the world's largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality. If you're excited to shape how the world works, you'll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You'll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company. About the Role: Glean is seeking a Strategic Account Executive to drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role demands sophisticated account research, executive-level 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 north central region and play a key role in shaping Glean's presence among industry-leading organizations and advancing our mission to transform work with AI. You will: - Source and close net new logos within a given territory - Have the ability to navigate complex organizational structures and identify executive 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 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 About you: - 8+ 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 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 C level executives - 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 - Basic understanding of search infrastructure is a plus - You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers - Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus Location: - This role is remote. - Candidates are required to reside in the Dallas area. Compensation & Benefits: The standard on target earnings for this position is $300,000 - $350,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits. We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused. We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. 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. #LI-REMOTE