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Salary: USD 70,000 - 90,000 / 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 Work 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 as one of the World's Most Innovative Companies (Top 10, 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.
As a Sales Development Representative, you will partner closely with Account Executives to find and engage new prospects that fit Glean's solution. Your primary responsibilities include generating new business pipeline through outbound prospecting, identifying key decision makers within large enterprise and strategic accounts, conducting qualification calls with potential clients, and consistently meeting established quota targets. You will gain interest from prospective customers through cold calling and emails, run your own qualification calls to guide them through the initial evaluation process, and demonstrate attentive listening to understand customer requirements and articulate how Glean solves their challenges. You will also work with the Marketing team to provide feedback on MQLs and campaigns, represent Glean at strategic marketing events and trade shows, and develop critical sales skills including discovery calls, objection handling, value articulation, and time management.
The role is hybrid, requiring 4 days per week in the Nashville office. You'll receive comprehensive training, mentorship, and leadership support to engage effectively with prospective clients and contribute to the company's revenue growth.
REQUIREMENTS:
- Bachelor's degree from a four-year university (required)
- Team-centric mindset and demonstrated ability to work well in a collaborative environment
- Excellent time management skills and ability to juggle multiple priorities
- Strong communication skills and ability to identify potential customer opportunities
- Passion and curiosity around technology with excitement to comprehend and articulate value points to customers
- Desire to work in a fast-paced, "do what it takes" startup culture
PREFERRED EXPERIENCE:
- Sales experience (passion for sales is a must)
- Startup and SaaS experience
- Experience engaging with customers and resolving challenges effectively
- Proven track record of success in a performance-driven role focused on exceeding specific metrics (quota carrying)
- Proficiency with Salesforce and other sales enablement tools (Outreach, Sales Navigator)
