Enterprise Account Executive (AI)

TL;DR

Enterprise Account Executive (AI): Driving new business and expanding relationships within large enterprise accounts for a Work AI platform with an accent on value-driven sales cycles and navigating complex organizational structures. Focus on sourcing net new logos, delivering ARR targets, and running tight POCs based on business success criteria.

Location: Remote, must be based in the Mid-Atlantic region (Washington, D.C., DE, MD, PA, VA, WV)

Salary: $260,000 - $320,000 OTE

Company

Glean is a Work AI platform that provides an ecosystem for intelligent search, AI assistants, and scalable AI agents for large organizations.

What you will do

• Source and close net new enterprise logos within the assigned territory.
• Navigate complex organizational structures to identify executive sponsors and champions.
• Perform value-driven sales cycles and create data-driven ROI and business justification reports.
• Collaborate with internal partners including SEs, BDRs, PMs, and Engineers to move deals forward.
• Deliver ARR revenue targets and drive success through a metric-based approach.
• Run tight Proof of Concepts (POCs) based on business success criteria.

Requirements

• 6+ years of closing experience in Sales with a track record of being a top performer.
• Proven ability to close complex deals and sell into large, complex organizations.
• Experience selling technical SaaS and cloud-based software solutions.
• Ability to pitch and demonstrate technical products, including knowledge of APIs, integrations, and security.
• Experience building relationships and selling face-to-face to C-level executives.
• Must be based in the Mid-Atlantic region (Washington, D.C., DE, MD, PA, VA, WV).

Nice to have

• Basic understanding of search infrastructure.
• Experience with target account selling, solution selling, and MEDDIC or Challenger methodologies.

Culture & Benefits

• Comprehensive health coverage including Medical, Vision, and Dental.
• Generous time-off policy and 401k plan contributions.
• Home office improvement stipend.
• Annual education and wellness stipends to support growth and wellbeing.
• Vibrant company culture with regular events and daily healthy lunches.

Hiring process

• Interview process includes a brief AI-focused exercise or discussion to evaluate how you design and use AI to drive impact.