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Salary: USD 216,000 - 270,000 / 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 platform uses Enterprise Graph and Personal Knowledge Graph technology to deliver deeply personalized, context-aware responses and powers agentic capabilities that automate real work across teams.
As a Mid-Market Account Executive for the East region, 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 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 including demo requests and event follow-ups; navigating organizational structures to identify sponsors and champions; researching customer business objectives and executing value-driven sales cycles; collaborating with internal partners (SEs, BDRs, PMs, executives, engineers) to advance deals and ensure customer success; consistently delivering ARR revenue targets through a metric-based approach; developing and executing sales strategies to generate pipeline and drive repeatable bookings; providing insights to other corporate functions; creating ROI and business justification reports; and running tight POCs based on business success criteria. Familiarity with sales methodologies such as MEDDPICC and Command the Message is preferred.
Qualifications: 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS); commercial/mid-market/corporate segment selling experience is required; ability to learn, pitch, and demonstrate highly technical products in a fast-growing environment; proven track record of closing complex deals and selling into complex organizations; ability to uncover greenfield opportunities and build out new territories using repeatable methods; 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; and experience working with cross-functional teams including SEs, BDRs, PMs, executives, and engineers.
