Enterprise Account Executive

About The Role

Glean is seeking an experienced and consultative Enterprise Account Executive to drive new logo acquisition and expansion in our San Francisco 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.

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand business objectives of customers 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 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

• 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 green‑field 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 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 is a plus

• This role is hybrid (3 days a week in our San Francisco office).

The on‑target earnings 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 401(k) plan to support your long‑term goals. When you join, you’ll receive a home‑office improvement stipend, as well as 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.