Glean
Work AI
EnterpriseAccountExecutive
Neural analysis suggests this role is
optimal for Senior candidates.
“Enterprise Account Executive at Glean. Skills: new logo acquisition, expansion, full sales cycle, pipeline generation, close, complex, multi-stakeholder deals, C-level executives, Sales Engineering, ROI, business cases, Glean’s Work AI platform. Drive new logo acquisition and expansion. Own the full sales cycle—from pipeline generation through close”
What You'll Achieve.
Consistently deliver ARR revenue targets; Drive success through a metric based approach; Deliver repeatable and predictable bookings; measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level
Industry & Context.
Ability to learn, pitch and demonstrate a highly technical product; Ability to adapt in a fast growing and changing environment; Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory; Research and understand the business objectives of your customers; Create ROI and business justification reports based off of a data driven approach; Run tight POCs based off of business success criteria
must be based in Seattle
What They're Looking For.
Must Have
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, Ability to 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 softwares, Technical understanding of integrations, APIs, infrastructure management, security and analytics, Experience selling technical SaaS and cloud based software solutions
Nice to Have
Basic understanding of search infrastructure is a plus, Previous 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
What You'll Do.
Drive new logo acquisition and expansion
Own the full sales cycle—from pipeline generation through close
multi-stakeholder deals with C-level executives
Partner closely with Sales Engineering
Build 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 the business objectives of your customers
Perform a value drive sales cycle
Collaborate with internal partners to move deals forward and ensure customer success
Consistently deliver ARR revenue targets
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 off of a data driven approach
Run tight POCs based off of business success criteria
How You'll Work.
Team & Collaboration
Partner closely with Sales Engineering; Collaborate with internal partners to move deals forward and ensure customer success; working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
Communication Scope
selling face to face to C level executives
Process & Methodology
Run tight POCs based off of business success criteria
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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