Strategic Account Executive (AI)

Location: Remote, must be based in Los Angeles, CA

Salary: $300,000–$350,000 annual on-target earnings

Company

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

What you will do

• Source and close net-new enterprise logos within the assigned territory.
• Build account strategies, research customer objectives, and develop executive messaging.
• Navigate complex organizations to identify executive sponsors and champions.
• Generate pipeline, manage sales opportunities, and deliver predictable bookings and ARR revenue.
• Collaborate with SEs, BDRs, PMs, executives, engineers, and other internal partners to advance deals and ensure customer success.
• Create ROI and business-justification reports and run POCs based on defined business success criteria.

Requirements

• 8+ years of sales closing experience with a record of top performance.
• Experience closing complex deals and selling to complex organizations and C-level executives.
• Ability to learn, pitch, and demonstrate a highly technical product in a fast-changing environment.
• Experience building new territories, uncovering greenfield opportunities, and using repeatable sales methods.
• Experience selling technical SaaS and cloud-based software solutions.
• Technical understanding of integrations, APIs, infrastructure management, security, and analytics.

Nice to have

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

Culture & Benefits

• Medical, vision, and dental coverage.
• Generous time-off policy and 401(k) contribution opportunity.
• Home office improvement stipend.
• Annual education and wellness stipends.
• Regular company events and daily healthy lunches.
• Inclusive and diverse workplace commitment.

Hiring process

• Complete a brief AI-focused exercise or discussion during the interview process.