Strategic Account Executive (AI)

Location: Remote, must be based in Japan

Company

Glean provides an AI-powered Work AI platform with enterprise search, an AI Assistant, scalable AI agents, SaaS connectors, LLM flexibility, and APIs.

What you will do

• Source and close net-new enterprise customers within the Japan territory.
• Research account structures, identify executive sponsors and champions, and build relationships with C-level stakeholders.
• Develop customer-specific sales strategies based on business objectives and measurable value.
• Generate pipeline, manage sales opportunities, and deliver predictable ARR bookings.
• Collaborate with SEs, BDRs, PMs, executives, engineers, and other internal partners to advance deals and support customer success.
• Create ROI and business justification reports and run POCs against defined business success criteria.

Requirements

• 10+ years of sales closing experience with a record of top performance in SaaS sales.
• Experience closing complex deals and selling into complex organizations.
• Ability to learn, pitch, and demonstrate a highly technical product.
• Experience building greenfield opportunities and developing a new territory with a repeatable sales methodology.
• Experience selling technical SaaS and cloud-based software solutions.
• Technical understanding of software, integrations, APIs, infrastructure management, security, and analytics.

Nice to have

• Experience working with cross-functional teams including sales engineers, business development representatives, product managers, executives, and engineers.

Culture & Benefits

• Remote work from Japan.
• Variable compensation, equity, and benefits may be available depending on the role.
• Inclusive workplace committed to diverse backgrounds, experiences, and perspectives.
• AI-focused work practices and an expectation that new hires integrate AI into their everyday work.

Hiring process

• Interview process includes a brief AI-focused exercise or discussion.