Enterprise Account Executive, Mid-Atlantic
Glean, Penfield, NY, United States
Enterprise Account Executive - Mid-Atlantic
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.
At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context‑aware responses for every employee. This foundation powers Glean’s agentic capabilities – AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real‑time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level.
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.
If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more – deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company.
About the Role:
Glean is seeking an Enterprise Account Executive for a high‑impact sales role focused on driving new business and expanding relationships within large enterprise accounts. AEs at Glean are responsible for landing and managing multi‑million dollar, often global, accounts by leveraging Glean’s differentiated AI technology and foundational knowledge graph to deliver tangible business outcomes for customers.
Responsibilities
Source and close net new logos within the territory
Navigate complex organizational structures and identify executive sponsors and champions
Research and understand customer business objectives and perform 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 opportunities and deliver repeatable bookings
Provide timely and insightful input to other corporate functions
Create ROI and business justification reports based on a data‑driven approach
Run tight POCs based on business success criteria
Qualifications
6+ 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 environment
Experience closing complex deals and selling into complex organizations
Use a repeatable method to uncover greenfield opportunities and build a new territory
Build relationships and sell face‑to‑face to C‑level executives
Knowledge of best‑of‑breed software and technical understanding of integrations, APIs, infrastructure management, security and analytics
Experience selling technical SaaS and cloud‑based software solutions
Basic understanding of search infrastructure (a plus)
Experience working with teammates including SEs, BDRs, PMs, Executives & Engineers
Experience with target account selling, solution selling, MEDDIC and Challenger methodologies (a plus)
Location This role is remote, but must be based in the Mid‑Atlantic (Washington, D.C., DE, MD, PA, VA, WV).
Compensation and Benefits The OTE range for this role is $250,000 – $300,000 annually. Compensation is based on location, level, and experience. Variable compensation, equity and benefits may apply.
Benefits include medical, vision, dental coverage, generous time‑off, 401(k) contributions, a home office improvement stipend, annual education and wellness stipends, and healthy lunch offerings.
Equal Employment Opportunity We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We are 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.
Voluntary Self‑Identification of Disability The optional self‑identification questionnaire is for compliance with federal contracting requirements and is confidential. Completing it is voluntary and will not influence hiring decisions.
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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.
At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context‑aware responses for every employee. This foundation powers Glean’s agentic capabilities – AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real‑time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level.
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.
If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more – deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company.
About the Role:
Glean is seeking an Enterprise Account Executive for a high‑impact sales role focused on driving new business and expanding relationships within large enterprise accounts. AEs at Glean are responsible for landing and managing multi‑million dollar, often global, accounts by leveraging Glean’s differentiated AI technology and foundational knowledge graph to deliver tangible business outcomes for customers.
Responsibilities
Source and close net new logos within the territory
Navigate complex organizational structures and identify executive sponsors and champions
Research and understand customer business objectives and perform 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 opportunities and deliver repeatable bookings
Provide timely and insightful input to other corporate functions
Create ROI and business justification reports based on a data‑driven approach
Run tight POCs based on business success criteria
Qualifications
6+ 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 environment
Experience closing complex deals and selling into complex organizations
Use a repeatable method to uncover greenfield opportunities and build a new territory
Build relationships and sell face‑to‑face to C‑level executives
Knowledge of best‑of‑breed software and technical understanding of integrations, APIs, infrastructure management, security and analytics
Experience selling technical SaaS and cloud‑based software solutions
Basic understanding of search infrastructure (a plus)
Experience working with teammates including SEs, BDRs, PMs, Executives & Engineers
Experience with target account selling, solution selling, MEDDIC and Challenger methodologies (a plus)
Location This role is remote, but must be based in the Mid‑Atlantic (Washington, D.C., DE, MD, PA, VA, WV).
Compensation and Benefits The OTE range for this role is $250,000 – $300,000 annually. Compensation is based on location, level, and experience. Variable compensation, equity and benefits may apply.
Benefits include medical, vision, dental coverage, generous time‑off, 401(k) contributions, a home office improvement stipend, annual education and wellness stipends, and healthy lunch offerings.
Equal Employment Opportunity We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We are 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.
Voluntary Self‑Identification of Disability The optional self‑identification questionnaire is for compliance with federal contracting requirements and is confidential. Completing it is voluntary and will not influence hiring decisions.
#J-18808-Ljbffr