Glean
About Glean
Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full‑scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business—without vendor lock‑in or costly implementation cycles.
Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI‑fluent and turning the superintelligent enterprise from concept into reality.
About the Role Glean is seeking a Strategic Account Executive to drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role demands sophisticated account research, executive‑level messaging, and champion‑building to deliver on customer pain points and priority business outcomes.
You will
Source and close net new logos within a given territory
Navigate complex organizational structures and identify executive sponsors and champions
Research and understand the business objectives of customers, performing a value‑driven sales cycle
Collaborate with internal partners to move deals forward and ensure customer success
Consistently deliver ARR revenue targets and drive success through a metric‑based approach
Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
Provide timely and insightful input back to other corporate functions
Create ROI and business justification reports based on a data‑driven approach
Run tight POCs based on business success criteria
About you
8+ years of closing experience in Sales with a track record of being a top performer
Ability to learn, pitch, and demonstrate a highly technical product and adapt in a fast‑growing and changing environment
Clear examples of closing complex deals and selling into complex organizations
Use a repeatable method for uncovering green‑field opportunities and building out a new territory
Experience building relationships and selling face‑to‑face to C‑level executives
Knowledge of best‑of‑breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics
Experience selling technical SaaS and cloud‑based software solutions
Basic understanding of search infrastructure is a plus
Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus
Location
This role is remote.
Candidates are required to reside in the Houston, Dallas, or Austin area.
Compensation & Benefits The standard on‑target earnings for this position is $300,000 – $350,000 annually. Compensation will be determined by factors such as location, level, job‑related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.
We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time‑off policy, and the opportunity to contribute to your 401(k) plan. Additional offerings include a home‑office improvement stipend, annual education and wellness stipends, regular company events, and healthy lunches daily.
EEO & Diversity We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people in our organization. We’re committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. As a federal contractor, we comply with all applicable equal‑employment‑opportunity laws and regulations.
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Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI‑fluent and turning the superintelligent enterprise from concept into reality.
About the Role Glean is seeking a Strategic Account Executive to drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role demands sophisticated account research, executive‑level messaging, and champion‑building to deliver on customer pain points and priority business outcomes.
You will
Source and close net new logos within a given territory
Navigate complex organizational structures and identify executive sponsors and champions
Research and understand the business objectives of customers, performing a value‑driven sales cycle
Collaborate with internal partners to move deals forward and ensure customer success
Consistently deliver ARR revenue targets and drive success through a metric‑based approach
Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
Provide timely and insightful input back to other corporate functions
Create ROI and business justification reports based on a data‑driven approach
Run tight POCs based on business success criteria
About you
8+ years of closing experience in Sales with a track record of being a top performer
Ability to learn, pitch, and demonstrate a highly technical product and adapt in a fast‑growing and changing environment
Clear examples of closing complex deals and selling into complex organizations
Use a repeatable method for uncovering green‑field opportunities and building out a new territory
Experience building relationships and selling face‑to‑face to C‑level executives
Knowledge of best‑of‑breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics
Experience selling technical SaaS and cloud‑based software solutions
Basic understanding of search infrastructure is a plus
Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus
Location
This role is remote.
Candidates are required to reside in the Houston, Dallas, or Austin area.
Compensation & Benefits The standard on‑target earnings for this position is $300,000 – $350,000 annually. Compensation will be determined by factors such as location, level, job‑related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.
We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time‑off policy, and the opportunity to contribute to your 401(k) plan. Additional offerings include a home‑office improvement stipend, annual education and wellness stipends, regular company events, and healthy lunches daily.
EEO & Diversity We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people in our organization. We’re committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. As a federal contractor, we comply with all applicable equal‑employment‑opportunity laws and regulations.
#J-18808-Ljbffr