Commercial Account Executive - DACH

Glean; Remote; EUR 60.000 - 80.000; Vollzeit

Zusammenfassung

A leading AI software company is seeking a Commercial Account Executive to drive business growth in the EMEA region. The role involves developing tailored strategies, sourcing new business accounts, and collaborating with internal teams. Candidates should have over 3 years of experience in direct field sales within the cloud software market, particularly in the commercial sector. This is a remote position based in Germany, offering a unique opportunity to shape the company's industry presence.

Leistungen

Diverse and inclusive work culture

Opportunities for career growth

Qualifikationen

• 3+ years of direct field sales experience selling enterprise cloud software to EMEA companies.
• Commercial / Mid Market / Corporate segment selling experience required.
• Ability to pitch and demonstrate a highly technical product.

Aufgaben

• Drive new business and growth within Commercial and mid-market prospects.
• Source and close net new logos within the assigned territory.
• Collaborate with internal teams to ensure customer success.

Kenntnisse

Closing Complex Deals

Sales Strategies and Tactics

Customer Success Collaboration

Technical SaaS Knowledge

Relationship Building

Jobbeschreibung

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.

About Role

As a Commercial Account Executive at Glean, you will drive new business and growth within Commercial and mid‑market‑sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling messaging, and champion‑building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the EMEA region and play a key role in shaping Glean’s presence among industry‑leading organisations and advancing our mission to transform work with AI.

Responsibilities

• Source and close net new logos within a given territory in your book of business.


• Respond to inbound leads, including demo requests and event follow‑ups.


• Navigate organisational structures and identify sponsors and champions.


• Research and understand the business objectives of your customers and perform 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 to other corporate functions.


• Create ROI and business justification reports based on a data‑driven approach.


• Run tight POCs based on business success criteria.

Qualifications

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software to EMEA companies.


• Commercial / Mid Market / Corporate segment selling experience is a MUST.


• Ability to learn, pitch and demonstrate a highly technical product and 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 green‑field opportunities and building out a new territory.


• Experience building relationships and selling face‑to‑face to senior leaders.


• Knowledge of best‑of‑breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics.


• Experience selling technical SaaS and cloud‑based software solutions.


• Experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers.


• Remote position based in DACH; must know regional market, including its cultural nuances and business practices.

Location

• Germany (remote).

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people in our organisation. We are committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.