Strategic Account Executive - Southern California

Strategic Account Executive - Southern California

Southern California

About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting‑edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information ing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way – an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need.

Since then, Glean has evolved into the leading Work AI platform, combining enterprise‑grade search, an AI assistant, and powerful application‑ and agent‑building capabilities to fundamentally redefine how employees work.

About the Role:

As a Strategic Account Executive at Glean, you will 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 SoCal region and play a key role in shaping Glean’s presence among industry‑leading organizations and advancing our mission to transform work with AI.

You will:

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

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
• Prior collaboration with SEs, BDRs, PMs, Executives & Engineers
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus

Location:

• Candidates are required to reside in the SoCal area.
• This is a remote role.

The standard on‑target earnings for this position is $300,000 – $360,000 annually. Compensation 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…