Commercial Account Executive, East

Glean; New York (NY); Hybrid; USD 216,000 - 250,000; Full time

Benefits offered by this job

Home office improvement stipend

Annual education stipend

Wellness stipends

Job summary

Glean is looking for a Commercial Account Executive to drive new business within commercial accounts in New York City. Candidates should have 3+ years of sales experience in enterprise cloud software (SaaS), a track record of exceeding targets, and the ability to navigate complex organizations. This hybrid position offers an OTE ranging from $216,000 to $250,000 annually, with comprehensive benefits including medical, dental coverage, and a vibrant company culture with regular events and healthy lunches.

Qualifications

• 3+ years of closing experience with direct field sales.
• Experience selling into complex organizations.
• Proven track record of overachieving sales targets.

Responsibilities

• Source and close net new logos within a given territory.
• Develop tailored strategies to break into accounts.
• Collaborate with internal partners to ensure customer success.

Skills

Direct field sales experience selling enterprise cloud software (SaaS)

Commercial / Mid‑Market / Corporate segment selling

Ability to learn and demonstrate technical products

Experience building relationships with senior leaders

Knowledge of integrations, APIs, and infrastructure management

Job description

About The Role

Glean is seeking a Commercial Account Executive who 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 west region and play a key role in shaping Glean’s presence among industry‑leading organizations and advancing our mission to transform work with AI.

You Will

• Source and close net new logos within a given territory in your book of business
• Have a proven track record of overachieving your targets
• Respond to inbound leads, including demo requests and event follow‑ups
• Have the ability to navigate organizational structures and identify sponsors and champions
• Research and understand the business objectives of your customers and conduct a value‑driven sales cycle
• Apply sales methodologies such as MEDDPICC and Command the Message (preferred)
• 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

About You

• 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to 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 greenfield opportunities and building out a new territory
• Previous experience building relationships and selling face‑to‑face to senior leaders
• Knowledge of best‑of‑breed software 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

Location

This role is hybrid in our NYC office.

Compensation and Benefits

The standard OTE range for this position is $216,000 – $250,000 annually. Compensation offered 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, as well as annual education and wellness stipends 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.

EEO Statement

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We’re 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.

AI-First Mindset at Glean

At Glean, AI fluency is core to how we work and we’re committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you’ll complete a brief AI‑focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn’t required.