Glean
SaaS
StrategicFederalAccountExecutive,PublicSector(DIB)
“Strategic Federal Account Executive, Public Sector (DIB) at Glean. Skills: Enterprise SaaS sales, Federal agency sales, Defense Industrial Base sales, Complex SaaS deal closing, Full-cycle enterprise sales. Lead Public Sector defense industrial base (DIB) business. Focus on defense primes, key integrators, and contractors building and operating mission-critical systems for U. S. Federal agencies”
What You'll Achieve.
Grow a strategic territory; Close complex, multi-stakeholder SaaS and AI deals; Generate and manage pipeline with rigor; Land and grow lighthouse wins that can become references and case studies
Industry & Context.
Must be based in Washington, DC area, AI-focused exercise or discussion as part of the interview process
What They're Looking For.
Must Have
8+ years of quota-carrying enterprise SaaS sales experience, 6+ years selling into U. S. Federal agencies and/or Defense Industrial Base accounts, or highly comparable experience at primes, SIers, or major cloud/security vendors, Consistently met or exceeded quota in roles with large ACV, multi-stakeholder, multi-year deals, Navigated federal procurement and security reviews (e.g., ATO processes, vendor risk assessments, security questionnaires), Worked closely with Sales Engineering and Product/Security to address technical and compliance requirements in late-stage cycles, Direct experience selling into defense primes, major integrators, or key DIB contractors, Background at a cloud, data, security, or AI platform vendor
Nice to Have
Existing relationships across DoD, intel-adjacent agencies, and DIB leadership, Experience with search, knowledge management, LLMs/AI assistants, or collaboration products, Active or prior U. S. security clearance
What You'll Do.
Lead Public Sector defense industrial base (DIB) business
Focus on defense primes
and contractors building and operating mission-critical systems for U. S. Federal agencies
Own and grow a strategic territory across defense industrial base accounts and select federal-adjacent opportunities
Build the go-to-market plan for your territory: target account list
complex SaaS deals: discovery
procurement navigation
Educate prospects on Glean’s security posture and deployment
Identify initial land paths (e.g.
non-FedRAMP workloads
customer-hosted or private deployments)
Partner with security
and procurement teams to structure acceptable pilots and production rollouts
Generate and manage pipeline through outbound prospecting
and expansion within existing accounts
Act as the voice of the field for public sector
feeding requirements and patterns back into product
and compliance roadmaps
Land and grow lighthouse wins that can become references and case studies in the DIB and broader federal market
How You'll Work.
Team & Collaboration
Orchestrate cross-functional deal teams — Solutions Engineering, Customer Success, Product/Security, executives, and partners — to move strategic pursuits forward; Work closely with Sales Engineering and Product/Security to address technical and compliance requirements in late-stage cycles
Applying for this Strategic Federal Account Executive, Public Sector (DIB) role?
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