Glean
SaaS
StrategicFederalAccountExecutive,PublicSector(DIB)
Neural analysis suggests this role is
optimal for Senior candidates.
“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
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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