Enterprise Account Executive

TL;DR

Enterprise Account Executive: driving new logo acquisition and expansion for Glean’s Work AI platform with an accent on full-cycle enterprise sales, multi-stakeholder C-level deal navigation, and building ROI-driven business cases. Focus on sourcing and closing net new logos, running tight POCs, and delivering ARR targets through a metric-based, repeatable sales methodology.

Company

Glean is a Work AI platform that delivers intelligent search, an AI assistant, and scalable AI agents on a secure, open platform.

What you will do

• Source and close net new logos within a given territory.
• Own the full sales cycle from pipeline generation through close.
• Navigate complex organizational structures to identify executive sponsors and champions.
• Build ROI and business justification reports using a data-driven approach.
• Develop and execute sales strategies to generate pipeline and deliver predictable bookings.
• Run tight POCs based on business success criteria and collaborate with Sales Engineering to move deals forward.

Requirements

• Location: must be based in the US.
• 6+ years of closing experience in sales with a track record of top performance.
• Proven ability to close complex deals and sell into complex organizations.
• Ability to learn, pitch, and demonstrate a highly technical product, including understanding integrations, APIs, infrastructure management, security, and analytics.
• Experience selling technical SaaS and cloud-based software solutions.
• Experience working with multiple teammates (SEs, BDRs, PMs, executives, and engineers).

Nice to have

• Basic understanding of search infrastructure.
• Experience with target account selling, solution selling, and methodologies such as MEDDIC and Challenger (or similar).
• Experience building relationships and selling face to face to C-level executives.

Culture & Benefits

• Remote role with US-based requirement.
• On-target earnings: $240,000–$315,000 annually, with potential variable compensation, equity, and benefits.
• Medical, Vision, and Dental coverage; generous time-off; 401k contribution opportunity.
• Home office improvement stipend plus annual education and wellness stipends.
• AI-focused exercise during the interview process to assess how AI is used to drive impact.

Hiring process

• Complete a brief AI-focused exercise or discussion as part of the interview process.
• Interviews to evaluate sales execution, technical product understanding, and ability to build ROI-driven business cases.