Commercial Account Executive, West

About Glean

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search 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.

Glean is redefining how enterprises find, use, and act on knowledge, and has been recognized by Fast Company, CNBC, Bloomberg, Forbes, and Gartner for its innovation.

• Source and close new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of 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 to other corporate functions
• Create ROI and business justification reports based on a data‑driven approach
• Run tight POCs based on business success criteria

• 3+ years of closing experience in sales with a record of top performance
• Ability to learn, pitch, and demonstrate a highly technical product in a fast‑growing, changing environment
• Clear examples of closing complex deals and selling into complex organizations
• Use a repeatable method for uncovering greenfield opportunities and building out a new territory
• 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
• Experience with target account selling, solution selling, and using MEDDIC, Challenger, or similar methodologies is a plus

• This role is hybrid in San Francisco or Palo Alto. We have offices in both cities.

• Competitive compensation
• Healthcare
• Flexible work environment
• 401(k)
• Transparent culture
• Learning and development opportunities
• Company events
• Free meals

The standard OTE range for this position is $216,000 – $250,000 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 are a diverse bunch of people and we want to continue to attract and retain a diverse range of people in our organization. We are committed to an inclusive and diverse company and do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.