Enterprise Account Executive

About Glean Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

About The Role Glean is seeking an experienced and consultative Enterprise Account Executive (Southern California) to drive new logo acquisition and expansion. You’ll own the full sales cycle—from pipeline generation through close—navigating complex, multi-stakeholder deals with C-level executives, partnering closely with Sales Engineering, and building clear ROI and business cases that accelerate adoption of Glean’s Work AI platform.

You Will

• Source and close net new logos within a given territory.
• Have the ability to navigate complex organizational structures and identify executive sponsors and champions.
• Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle.
• Collaborate with internal partners to move deals forward and ensure customer success.
• You will consistently deliver ARR revenue targets and drive success through a metric based approach.
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
• Provide timely and insightful input back to other corporate functions.
• Create ROI and business justification reports based off of a data driven approach.
• Run tight POCs based off of business success criteria.

About You

• 6+ years of closing experience in Sales with a track record of being a top performer.
• Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast growing and changing environment.
• Have clear examples of closing complex deals and selling into complex organizations.
• Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory.
• Previous experience building relationships and selling face to face to C level executives.
• Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics.
• Experience selling technical SaaS and cloud based software solutions.
• Basic understanding of search infrastructure is a plus.
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers.
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus.

Location:

• This role is remote in Southern California.

Compensation And Benefits The on-target earnings for this position is $243,000 - $290,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.