Strategic Account Executive, West

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 since 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. Glean redefines how enterprises find, use, and act on knowledge by mapping relationships between people, content, and activity, delivering personalized, context-aware responses for every employee.

The platform's agentic capabilities - AI agents that automate real work across teams - access the industry's broadest range of data, including enterprise and world data, structured and unstructured, historical and real-time. This results in measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level.

Glean is 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 helps the world's largest organizations make every employee AI-fluent and brings Work AI to every employee, in every company.

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 have the opportunity to build a territory in the region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.

• 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

• 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
• 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, and engineers
• Previous experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies

Location

This role is hybrid (4 days a week in our San Francisco office).

Compensation & Benefits

• The standard on-target earnings for this position is $300,000 - $375,000 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 401(k) 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're committed to building and sustaining a diverse, inclusive workplace. We strive to attract and retain people with a wide range of backgrounds, experiences, and perspectives, and we do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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

Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement.