Working for
Glider

The Enterprise Account Executive is an individual contributor responsible for acquiring new customers and growing strategic customer relationships across developers, asset owners and operators of large property portfolios.

This is a consultative sales role focused on engaging senior decision-makers, understanding complex operational challenges and demonstrating how Glider’s solutions can deliver measurable business value.

Whilst many customer relationships have the potential to become significant long-term platform opportunities, initial engagements may begin as focused departmental projects, pilot deployments or information recovery exercises. Success comes from identifying these opportunities, delivering value early and expanding Glider’s footprint over time.

You will own opportunities from initial prospecting through to contract signature, working closely with marketing, partnerships, customer success and product teams to deliver sustainable revenue growth.

How We Sell

At Glider, we believe long-term customer relationships are built by solving meaningful business problems, not simply by selling software.

Our sales approach is consultative and value-led. We seek to understand our customers’ operational challenges, demonstrate measurable outcomes and establish trusted relationships that grow over time.

We value curiosity, commercial thinking, resilience and the ability to navigate complex organisations. We are looking for individuals who enjoy opening doors, creating opportunities and developing customers over the long term rather than simply pursuing the largest immediate transaction.

Key Responsibilities

New Business Development

• Develop and execute a territory plan to generate qualified sales opportunities.
• Prospect strategically through direct outreach, referrals, industry events and partner networks.
• Build relationships with senior stakeholders including Directors of Estates, Asset Management, Capital Projects, Facilities Management, Property and Digital Transformation.
• Identify customer challenges and position Glider’s solutions to address strategic business objectives.

Consultative Solution Selling

• Understand the Asset Intelligence discipline and its component value
• Conduct discovery sessions to understand customer requirements and operational priorities.
• Deliver engaging demonstrations that clearly communicate the value of the Glider platform and services.
• Develop compelling commercial proposals and business cases.
• Navigate complex buying processes involving multiple stakeholders.

Sales Execution

• Effectively identify and overcome customer objections.
• Lead commercial negotiations whilst protecting the long-term value of Glider’s solutions.
• Drive opportunities through the sales cycle to successful close.
• Build long-term customer relationships capable of supporting future expansion opportunities.

Account Development

• Identify opportunities to expand existing customer relationships.
• Work collaboratively with Customer Success to maximise customer value and long-term revenue.
• Develop trusted advisor relationships with key customer stakeholders.

Pipeline & Forecast Management

• Maintain accurate customer and opportunity information within the CRM.
• Produce reliable sales forecasts and pipeline analysis.
• Prioritise selling activity to maximise territory performance.
• Maintain disciplined opportunity management throughout the sales cycle.

Product & Market Knowledge

• Develop and maintain a strong understanding of Glider’s platform, services and market.
• Keep abreast of developments across digital construction, asset information management and the built environment.
• Invest in continual professional development to strengthen commercial and industry expertise.

Skills & Experience

Essential

• Minimum three years’ experience in enterprise or consultative B2B sales.
• Proven ability to generate new business and consistently deliver commercial results.
• Experience managing complex, multi-stakeholder sales opportunities.
• Strong presentation, communication and relationship-building skills.
• Commercially astute with the ability to understand complex business challenges.
• Experience negotiating commercial agreements whilst maintaining value.
• Excellent planning, organisation and pipeline management skills.
• Experience using CRM platforms such as HubSpot or Salesforce.

Desirable

• Experience selling Software as a Service (SaaS) solutions.
• Experience within the built environment, construction, property, facilities management or asset management sectors.
• Experience engaging senior stakeholders including Director and Executive-level decision makers.
• Understanding of Digital Asset Management, asset information, operational technology or digital transformation programmes.
• Existing relationships within developers, asset owners or large estate operators would be advantageous.

This opportunity is based in London, UK and is hybrid. Reasonable expectation of travel to client sites and other non office based activities is expected as part of the role.

Glider celebrates diversity and is committed to creating an inclusive environment for all employees. We welcome applications from all backgrounds. If you require any reasonable adjustments during the recruitment process, please contact HR on 0203 826 8001 or email recruitment@glidertech.com.

To apply for this role, please send your CV and a covering letter to recruitment@glidertech.com.