Enterprise Account Executive, NYC

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

• Sources and closes net new logos within a given territory
• Navigates complex organizational structures and identifies executive sponsors and champions
• Researches and understands the business objectives of customers and performs a value-driven sales cycle
• Collaborates with internal partners to move deals forward and ensure customer success
• Delivers ARR revenue targets and drives success through a metric-based approach
• Develops and executes sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
• Provides timely and insightful input back to other corporate functions
• Creates ROI and business justification reports based on a data-driven approach
• Runs tight Proof of Concept (POC) based on business success criteria

Requirements

• 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 and changing environment
• Clear examples of closing complex deals and selling into complex organizations
• Effectively uses a repeatable method for uncovering greenfield opportunities and building out a new territory
• Previous 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
• Experience working with multiple teammates including Sales Engineers, Business Development Representatives, Product Managers, Executives, and Engineers
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus

Location

This role is remote (must be based in the tri-state area)

Compensation and Benefits

The standard base salary range for this position is $250,000 - $350,000 annually. Compensation offered 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 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

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'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.

#LI-REMOTE

AI-First Mindset at Glean:

At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.

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