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Salary: USD 300,000 - 350,000 / annual
Glean is a Work AI platform that combines enterprise search, AI assistants, and scalable AI agents on a secure, open platform. The company has been recognized by Fast Company (Top 10 Most Innovative Companies 2025), CNBC's Disruptor 50, and Gartner as a leader in Agentic AI, with 1,000+ employees across 25+ countries serving 50+ industries.
As a Strategic Account Executive, you will drive new business and growth within the company's largest enterprise prospects by developing tailored strategies to break into and expand major accounts. You'll build a territory in the north central region and play a key role in shaping Glean's presence among industry-leading organizations.
Key responsibilities include:
- Source and close net new logos within your assigned territory
- Navigate complex organizational structures to identify executive sponsors and champions
- Research and understand customer business objectives and perform value-driven sales cycles
- Collaborate with internal partners (SEs, BDRs, PMs, Executives, Engineers) to move deals forward
- Consistently deliver ARR revenue targets through a metrics-based approach
- Develop and execute sales strategies to generate pipeline and drive repeatable, predictable bookings
- Create ROI and business justification reports using data-driven approaches
- Run tight POCs based on business success criteria
- Provide timely, insightful input to other corporate functions
This is a remote role based in the St. Louis, Michigan, or Kansas City area. You'll be selling a highly technical product into complex enterprise organizations, with the opportunity to build relationships at the C-level and shape how enterprises adopt Work AI.
REQUIREMENTS:
- 8+ years of closing experience in Sales with a track record of being a top performer
- Ability to learn, pitch, and demonstrate highly technical products in a fast-growing, changing environment
- Clear examples of closing complex deals and selling into complex organizations
- Proven ability to uncover greenfield opportunities and build out new territories using repeatable methods
- Previous experience building relationships and selling face-to-face to C-level executives
- 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
- Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives, and Engineers
- Basic understanding of search infrastructure is a plus
- Experience with target account selling, solution selling, and MEDDIC/Challenger methodologies is a plus
