Glean
CorporateInstall-BaseSalesLeader
Neural analysis suggests this role is
optimal for Lead candidates.
“Corporate Install-Base Sales Leader at Glean. Skills: Install-base sales leadership, Revenue growth, Team building. Lead the Installbase AE team. Recruit, coach, and develop a team”
What You'll Achieve.
GDR improvement versus the FY26 baseline; Grow ARR uplift from the Corporate installbase; Time returned to greenfield AEs; Build best-in-class operating motion; Build a high-performing, low-attrition team
Industry & Context.
Fix imperfectly-deployed accounts; Accelerate value realization
Hybrid (4 days a week in our Nashvile office), Relocation support is available
What They're Looking For.
Must Have
5+ years of B2B SaaS sales experience, 2+ years leading a quota-carrying team focused on renewals, expansion, account management, or installbase growth, Proven track record of consistently exceeding both retention (GDR/NRR) and expansion (GAR/NRR) targets on an existing-customer book, Hands-on experience leading commercial renewal negotiations end-to-end - pricing, paper, legal, and security - at the SaaS Corporate or Commercial segment, Demonstrated ability to coach reps on multi-threading across Champion, Economic Buyer, and Procurement, and on executive engagement at the CFO/CIO level, command of value-based selling and sales methodologies (MEDDPICC, Command of the Message, Challenger, or similar), Operational rigor: you run tight forecasts, inspect deals at the right altitude, and turn data (usage telemetry, adoption signals, account health) into commercial action, Demonstrable AI fluency - repeatable workflows where you use AI to make yourself and your team faster and smarter, A builder's mentality, Coachable, growth-oriented, and gritty, A "player-coach" disposition, Bachelor's degree or equivalent experience
Nice to Have
Experience scaling an installbase or growth AE team from the ground up at a high-growth SaaS company, Background managing accounts with average deal sizes in the $50K–$500k range, Familiarity with AI, search, or data infrastructure products
What You'll Do.
Lead the Installbase AE team
Own the renewal and expansion number
Deliver against Gross Dollar Retention (GDR)
and Annual Total Renewable (ATR) targets
Build the installbase playbook from the ground up
Define the operating motion for strategic account planning
Drive proactive retention
Coach the team to identify and mitigate retention risks early
Equip your AEs to partner with customers on identifying new use cases
Drive multi-threading and executive selling
Coach reps to convert user-level champions into budget owners
Run a tight operating cadence
Shorten the gap between adoption signal and commercial outcome
Partner cross-functionally
Work hand-in-hand with AIOM
Serve as the voice of the customer
Synthesize feedback from your team's accounts
Convey market needs back to Product
Hire ahead of the curve
Calibrate sourcing with Recruiting on a profile
Embody Glean's six Sales Team Core Behaviors
Hold the team to that standard
How You'll Work.
Team & Collaboration
Partner closely with the Corporate New-Logo leadership team; Work hand-in-hand with AIOM, Deployment, Customer Success, RevOps, Marketing, and Product; Convey market needs back to Product, Deployment, and GTM leadership
Communication Scope
Executive engagement; Consultative selling
Full Job Description
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. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean’s agentic capabilities - AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. 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 continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality. If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for ente
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