Strategic Account Executive (AI)

TL;DR

Strategic Account Executive (AI): Driving new business and growth within large enterprise prospects by developing tailored strategies to break into and expand major accounts with an accent on executive-level messaging and value-driven sales cycles. Focus on navigating complex organizational structures, identifying executive sponsors, and delivering ARR revenue targets through a metric-based approach.

Location: Remote (Must be based in the greater D.C. area)

Salary: $310,000 - $360,000 annually

Company

Glean is a Work AI platform that provides an intelligent Search, AI Assistant, and scalable AI agents to help enterprises govern and customize AI across their entire business.

What you will do

• Source and close net new logos within a given territory.
• Navigate complex organizational structures to identify executive sponsors and champions.
• Research customer business objectives to perform value-driven sales cycles.
• Deliver ARR revenue targets and drive success through a metric-based approach.
• Develop and execute sales strategies to generate pipeline and predictable bookings.
• Create ROI and business justification reports based on a data-driven approach.

Requirements

• 8+ years of closing experience in Sales with a track record as a top performer.
• Must be based in the greater D.C. area.
• Experience selling technical SaaS and cloud-based software solutions.
• Proven ability to build relationships and sell face-to-face to C-level executives.
• Knowledge of integrations, APIs, infrastructure management, security, and analytics.
• Ability to pitch and demonstrate highly technical products in a fast-growing environment.

Nice to have

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

Culture & Benefits

• Comprehensive benefits package including Medical, Vision, and Dental coverage.
• Generous time-off policy and opportunity to contribute to a 401k plan.
• Home office improvement stipend, plus annual education and wellness stipends.
• Vibrant company culture with regular events and daily healthy lunches.

Hiring process

• The interview process includes a brief AI-focused exercise or discussion to evaluate how you use AI to drive impact in your role.