Sales Development Representative

About the Role

As a Sales Development Representative at Glean, you partner closely with our Account Executives to find and engage new prospects that would be a great fit for Glean. Your goal is to generate qualified sales opportunities that support the company’s revenue growth. You will utilize tools, training, mentorship, and leadership to engage prospective clients, uncover their unique challenges, and convey how Glean can help solve them.

• Generate new business pipeline primarily through prospecting outbound opportunities
• Partner with Account Executives to identify and source net new pipeline and assist by researching lines of business and personas
• Identify key decision makers within new large enterprise and strategic accounts
• Gain interest from prospective customers through outbound cold calling and emails to break into net new logos in assigned territory
• Run your own qualification calls with potential clients, helping to guide them through the first part of the evaluation process
• Demonstrate attentive listening skills when understanding customer requirements and articulate how Glean can meet those needs better than other solutions
• Consistently meet established quota targets that will contribute to the company’s revenue growth
• Work with the Marketing team to provide feedback on MQLs and campaigns
• Represent Glean at strategic marketing events and trade shows
• Develop critical sales skills including leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritization and time management, and more

• Bachelor’s degree from a four-year university
• Team‑centric mindset and demonstrated ability to work well in a collaborative environment
• Excellent time management skills and ability to juggle multiple priorities
• Strong communication skills and ability to identify potential customer opportunities
• A love for making an impact and working with a team to hit key goals and metrics
• Passion and curiosity around technology with an excitement to comprehend and articulate value points to customers
• The desire to work in a fast‑paced, "do what it takes" startup culture
• Preferred Experience:
  • Sales experience is a plus, passion for sales is a must!
  • Startup and SaaS experience is a plus
  • Experience in engaging with customers and ability to resolve challenges effectively
  • Proven track record of success in a performance‑driven role focused on exceeding specific metrics (e.g., carrying a quota)
  • Proficiency with Salesforce and other sales enablement tools (e.g., Outreach, Sales Navigator)

This role is hybrid (4 days a week in our Nashville office)

The standard OTE range for this position is $70,000–$90,000 annually. Compensation depends on location, level, job‑related knowledge, skills, and experience. Variable compensation, equity, and benefits may be offered. Benefits include competitive compensation, Medical, Vision, and Dental coverage, generous time‑off, 401(k) plan, home office improvement stipend, and annual education and wellness stipends.

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 are 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.