Glean
About Glean
Founded in 2019, Glean is an innovative AI‑powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. Glean’s cutting‑edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.
About The Role Glean is seeking an experienced and consultative Enterprise Account Executive (San Francisco) to drive new logo acquisition and expansion in the Bay Area. You’ll own the full sales cycle—from pipeline generation through close—navigating complex, multi‑stakeholder deals with C‑level executives, partnering closely with Sales Engineering, and building clear ROI and business cases that accelerate adoption of Glean’s Work AI platform.
You Will
Source and close net new logos within a given territory.
Navigate complex organizational structures to identify executive sponsors and champions.
Research and understand the business objectives of your customers and lead a value‑driven 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 back to other corporate functions.
Create ROI and business justification reports based on a data‑driven approach.
Run tight POCs based on business success criteria.
About You
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 and adapt in a fast‑growing, changing environment.
Clear examples of closing complex deals and selling into complex organizations.
Proven 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, 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.
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.
Location This role is hybrid (3 days a week in our San Francisco office).
Compensation And Benefits The on‑target earnings for this position are $260,000 – $310,000 annually. Compensation 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 offer a comprehensive benefits package including competitive compensation, medical, vision, and dental coverage, a generous time‑off policy, and the opportunity to contribute to your 401(k) plan. When you join, you’ll receive a home‑office improvement stipend and an annual education and wellness stipend to support your growth and wellbeing. We foster a vibrant company culture through regular events and provide healthy lunches daily to keep you fueled and focused.
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About The Role Glean is seeking an experienced and consultative Enterprise Account Executive (San Francisco) to drive new logo acquisition and expansion in the Bay Area. You’ll own the full sales cycle—from pipeline generation through close—navigating complex, multi‑stakeholder deals with C‑level executives, partnering closely with Sales Engineering, and building clear ROI and business cases that accelerate adoption of Glean’s Work AI platform.
You Will
Source and close net new logos within a given territory.
Navigate complex organizational structures to identify executive sponsors and champions.
Research and understand the business objectives of your customers and lead a value‑driven 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 back to other corporate functions.
Create ROI and business justification reports based on a data‑driven approach.
Run tight POCs based on business success criteria.
About You
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 and adapt in a fast‑growing, changing environment.
Clear examples of closing complex deals and selling into complex organizations.
Proven 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, 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.
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.
Location This role is hybrid (3 days a week in our San Francisco office).
Compensation And Benefits The on‑target earnings for this position are $260,000 – $310,000 annually. Compensation 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 offer a comprehensive benefits package including competitive compensation, medical, vision, and dental coverage, a generous time‑off policy, and the opportunity to contribute to your 401(k) plan. When you join, you’ll receive a home‑office improvement stipend and an annual education and wellness stipend to support your growth and wellbeing. We foster a vibrant company culture through regular events and provide healthy lunches daily to keep you fueled and focused.
#J-18808-Ljbffr