Enterprise Account Executive, San Francisco

About Glean

Glean is the Work AI platform that helps everyone work smarter with AI. It started as the industry's most advanced enterprise search but 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.

About The Role

Glean is seeking an experienced and consultative Enterprise Account Executive to drive new logo acquisition and expansion in our Mountain View, CA office. You’ll own the full sales cycle—from pipeline generation through close—navigating complex, multi-stakeholder deals with C-level executives, partnering closely with Sales Engineering, and building clear ROI and business cases that accelerate adoption of Glean’s Work AI platform.

• 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 your customers and performs a value-driven sales cycle
• Collaborates with internal partners to move deals forward and ensure customer success
• Consistently 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

About You

• 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 use 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 SEs, BDRs, PMs, Executives & Engineers
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies

Location

This role is hybrid (3 days a week in our Mountain View, CA office)

Compensation And Benefits

• The on-target earnings for this position is $250,000 - $350,000 annually.
• 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.

AI-First Mindset

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.

Global Data Privacy Notice

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