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About the Role

Manage and grow relationships with existing clients across the US and EMEA, overseeing revenue opportunities through contract renewals, cross-selling, client experience optimization, and market share growth. This role requires strong enterprise sales experience and people management skills, with the drive to build a top-performing sales team in a fast-paced environment.

Responsibilities

Drive commercial success by meeting with senior-level prospects and clients to articulate the firm’s value proposition, especially regarding new technologies and product development.
Leverage professional network and management experience to build new relationships and engage with industry executives.
Lead a team of approximately 10 account managers, supporting their client-specific growth goals and professional development.
Recruit, develop, and retain market-leading talent through teaching and providing meaningful professional experiences.
Continuously enhance customer targeting, segmentation, and outreach while refining the firm’s value proposition.
Assess industry trends, the marketplace, competitive behaviors, customer preferences, and best practices.
Collaborate with Research and Service colleagues to co-develop client-specific value propositions and communicate industry-specific insights.
Provide mentorship to teammates.
Manage performance to revenue targets, opportunity/pipeline management, and speed of product/service adoption.

Requirements

Demonstrated ability to be creative and commercial.
Track record of overachieving in a performance-based environment, preferably with Enterprise level companies.
Demonstrated interest in and understanding of content relevant to Enterprise Technology clients.
10+ years of experience in consultative selling within Enterprise level firms and/or Technology companies.
Solid understanding and experience selling to and/or servicing large Enterprise level clients with robust Legal/Procurement teams.
Demonstrated ability to manage sophisticated B2B relationships.
Proven experience managing performance to quota.
Experience managing junior sales employees, specifically account managers focused on farming and hunting an existing book.
Proven experience renewing/upselling existing client relationships and cross-selling across a product portfolio.
Proven ability to work collaboratively with internal stakeholders across different functions.
Clear understanding of and hands-on experience with creating and delivering best-in-class client service strategies and operating models.
Impeccable attention to detail, ideally in a high-volume and fast-paced environment.
Strong communication skills.
Hungry, Humble and Smart leadership and personal attributes.
Ability to build a team environment based on trust to drive commitment and accountability.
Cares for people on a personal level and invests to help them grow as professionals.
Hands-on approach and leads by example.
Relentless optimism about reaching the vision.

Skills

Enterprise Sales
People Management
Consultative Selling
B2B Relationship Management
Performance Management
Client Service Strategy
Communication Skills

Location

US
EMEA

Work Type

Full-time

Experience Level

10+ years of experience in consultative selling within Enterprise level firms and/or Technology companies
Experience managing junior sales employees

Salary/Compensations

$146,500—$230,000 USD

Benefits

Comprehensive medical, dental and vision coverage effective on your first day of employment
Flexible paid time off
401(k) and Roth 401(k) plans with an employer match
Tuition reimbursement program for eligible courses
Paid parental leave, adoption and surrogacy reimbursement
Free wellbeing support with the Calm app, Maven and EAP
Free long-term therapy & counselling assistance through Pathways
Other work perks and benefits available based on final job location

About the Company

GLG is the world’s leading platform for trusted human expertise, connecting global decision-makers with authoritative voices to answer critical questions.
GLG connects clients with specific, authoritative voices required to answer their most critical questions.
Work at the intersection of industries and global markets, navigating high-stakes challenges across the full spectrum of strategic initiatives.
Operate within the industry’s most trusted research environment to help clients capture nuanced perspectives that drive smarter, faster business outcomes.
A global team of pragmatic problem-solvers who mirror the intensity of the markets served.
Driven by intellectual curiosity and a bias toward action, reinventing the industry GLG invented.

Equal Opportunity

Gerson Lehrman Group, Inc. (“GLG”) is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, race, religion, color, marital status, disability, gender, national origin, sexual orientation, veteran status, or any classification protected by federal, state, or local law.