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Salary: USD 300,000 - 360,000 / 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 (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.
As a Strategic Federal Account Executive focused on SLED (State, Local, and Education) markets, you will drive sales within state, local government, and education sectors. This is a strategic role requiring a proven track record in public sector sales with the ability to establish and grow relationships with key stakeholders. Note: Glean is committed to FedRAMP but is not yet FedRAMP-authorized.
Key responsibilities include:
- Develop and execute comprehensive sales strategy targeting state, local government, and educational institutions
- Identify and prospect new business opportunities within the SLED market
- Build and maintain strong relationships with key decision-makers and influencers in the public sector
- Present Glean's solutions effectively, tailoring presentations to specific client needs
- Collaborate with cross-functional teams (marketing, product management, customer success) to ensure alignment and support for sales initiatives
- Conduct regular performance reviews and provide ongoing feedback and development opportunities for team members
- Manage the full sales process from prospecting to closing deals, ensuring high customer satisfaction
- Maintain strong understanding of Glean's products and services, effectively communicating value to potential customers
- Analyze sales data and market trends to identify opportunities for improvement and growth
The role is remote, ideally based from the East Coast to Northern Midwest, allowing flexibility while maintaining proximity to key SLED markets.
REQUIREMENTS:
- 6+ years of closing experience with focus on public sector, specifically state, local, and education markets
- Proven track record of success in achieving and exceeding sales targets
- Strong leadership and communication skills with ability to build and maintain relationships with key stakeholders
- Experience selling at a startup or in similar fast-paced environment (preferred)
- Strong analytical and problem-solving skills with ability to make data-driven decisions
- Growth mindset and passion for continuous improvement and learning
- AI fluency and comfort integrating AI into everyday work (as part of interview process, candidates complete brief AI-focused exercise or discussion)
