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Salary: USD 180,000 - 230,000 / annual
Glean is a Work AI platform that helps enterprises work smarter with AI. The company has evolved from advanced enterprise search into a full-scale AI ecosystem, powering intelligent search, AI assistants, and scalable AI agents on a secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean enables organizations to govern, scale, and customize AI across their business without vendor lock-in. The company is recognized by Fast Company (Top 10 Most Innovative Companies 2025), CNBC's Disruptor 50, Bloomberg's AI Startups to Watch, Forbes AI 50, and Gartner's Tech Innovators in Agentic AI. Glean serves customers across 50+ industries with 1,000+ employees in 25+ countries.
You will drive new business and growth within commercial and mid-market-sized prospects by developing tailored strategies, conducting account research, crafting compelling messaging, and building champions to address customer pain points and business outcomes. You will build a territory in the central region and play a key role in shaping Glean's presence among industry-leading organizations.
Key responsibilities include: sourcing and closing net new logos within your territory; responding to inbound leads and demo requests; navigating organizational structures to identify sponsors and champions; researching customer business objectives and executing value-driven sales cycles; applying sales methodologies such as MEDDPICC and Command the Message; collaborating with internal partners (SEs, BDRs, PMs, executives, engineers) to advance deals; consistently delivering ARR revenue targets; developing and executing sales strategies to generate pipeline and drive repeatable bookings; providing insights to corporate functions; creating ROI and business justification reports; and running tight POCs based on business success criteria.
REQUIREMENTS:
- 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS)
- Commercial / Mid Market / Corporate segment selling experience (MUST HAVE)
- Ability to learn, pitch, and demonstrate highly technical products in a fast-growing environment
- Clear examples of closing complex deals and selling into complex organizations
- Ability to use repeatable methods for uncovering greenfield opportunities and building new territories
- Previous experience building relationships and selling face-to-face to senior leaders
- Knowledge of best-of-breed software and technical understanding of integrations, APIs, infrastructure management, security, and analytics
- Experience selling technical SaaS and cloud-based software solutions
- Experience working with multiple teammates including SEs, BDRs, PMs, executives, and engineers
