Mid-Market Account Executive, East (AI SaaS)

Location: New York, NY; hybrid role.

Compensation: $216,000–$270,000 OTE annually; variable compensation, equity, and benefits may apply.

Company

Glean develops a Work AI platform combining enterprise search, an AI Assistant, AI agents, enterprise connectors, flexible LLMs, and APIs on a secure, extensible platform.

What you will do

• Source and close net-new logos within an assigned commercial or mid-market territory.
• Respond to inbound leads, including demo requests and event follow-ups.
• Research customer objectives, identify sponsors and champions, and run value-driven sales cycles.
• Develop territory strategies and generate pipeline, sales opportunities, repeatable bookings, and ARR revenue.
• Create data-driven ROI and business justification reports and run POCs against defined business success criteria.
• Collaborate with SEs, BDRs, PMs, executives, engineers, and other internal partners to advance deals and ensure customer success.

Requirements

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies.
• Commercial, mid-market, or corporate segment selling experience is required.
• Ability to learn, pitch, and demonstrate a highly technical product in a fast-growing and changing environment.
• Clear examples of closing complex deals and selling into complex organizations.
• Experience using a repeatable method to uncover greenfield opportunities and build a new territory.
• Previous experience building relationships and selling face-to-face to senior leaders.
• 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.
• Experience working with multiple teammates, including SEs, BDRs, PMs, executives, and engineers.

Nice to have

• Experience with sales methodologies such as MEDDPICC and Command the Message.

Culture & Benefits

• Hybrid work environment with regular company events.
• Medical, vision, and dental coverage.
• Generous time-off policy and a 401(k) contribution plan.
• Home office improvement stipend plus annual education and wellness stipends.
• Healthy lunches provided daily and a commitment to an inclusive and diverse workplace.

Hiring process

• The interview process includes a brief AI-focused exercise or discussion about how candidates think about, design, and use AI.