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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 serves 1,000+ employees across 50+ industries and has been recognized by Fast Company, CNBC, Bloomberg, Forbes, and Gartner as a leader in agentic AI.
As a Strategic Account Executive, you will drive new business and growth within Glean's largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role requires sophisticated account research, executive-level messaging, and champion-building to deliver on customer pain points and priority business outcomes. You will 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 and ensure customer success
- Consistently deliver ARR revenue targets through a metrics-based approach
- Develop and execute sales strategies to generate pipeline, drive opportunities, and deliver repeatable bookings
- Provide timely, insightful input to other corporate functions
- Create ROI and business justification reports using data-driven approaches
- Run tight POCs based on business success criteria
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
- Basic understanding of search infrastructure (a plus)
- Experience working with multiple teammates including SEs, BDRs, PMs, Executives, and Engineers
- Experience with target account selling, solution selling, and MEDDIC/Challenger methodologies (a plus)
