Enterprise Account Executive

Glean; Palo Alto (CA); Remote; USD 235,000 - 285,000; Full time

Job summary

A leading company in AI-driven knowledge management is seeking a seasoned Sales Executive to drive revenue growth. The role requires navigating complex organizations, building C-level relationships, and delivering consistent revenue targets. Candidates should have a strong track record in sales and experience with technical products. The company offers competitive compensation, flexible work arrangements, and a commitment to diversity.

Benefits

Competitive compensation

Healthcare

Flexible work environment

401k

Learning and development opportunities

Free meals

Qualifications

• 6+ years of closing experience in Sales with a proven top-performer track record.
• Experience selling technical SaaS and cloud-based solutions.

Responsibilities

• Source and close net new logos within a given territory.
• Develop and execute sales strategies to generate pipeline.

Skills

Sales

Relationship Building

Technical Product Knowledge

Negotiation

Data Analysis

Tools

SaaS

APIs

Cloud-based Solutions

Job description

About Glean

We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.

We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.

Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same.

We’re backed by some of the Valley's leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.

What you will do and achieve

1. Source and close net new logos within a given territory
2. Navigate complex organizational structures and identify executive sponsors and champions
3. Research and understand the business objectives of your customers and perform a value-driven sales cycle
4. Collaborate with internal partners to move deals forward and ensure customer success
5. Consistently deliver ARR revenue targets and drive success through a metric-based approach
6. Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver predictable bookings
7. Provide timely and insightful input to other corporate functions
8. Create ROI and business justification reports based on data-driven insights
9. Run targeted POCs based on business success criteria

Minimum REQUIRED Knowledge, Skills, and Abilities

• 6+ years of closing experience in Sales with a proven top-performer track record
• Ability to learn, pitch, and demonstrate a highly technical product and adapt in a fast-growing environment
• Experience closing complex deals and selling into complex organizations
• Proficiency in uncovering greenfield opportunities and building a new territory
• Experience building relationships and selling face-to-face to C-level executives
• Knowledge of best-of-breed software, integrations, APIs, infrastructure, security, and analytics
• Experience selling technical SaaS and cloud-based solutions
• Basic understanding of search infrastructure is a plus
• Experience collaborating with SEs, BDRs, PMs, executives, and engineers
• Familiarity with target account selling, solution selling, and methodologies like MEDDIC or Challenger is a plus
• Candidates must reside in the Bay Area.

Benefits

• Competitive compensation
• Healthcare
• Flexible work environment
• 401k
• Work flexibility and time-off policies
• Transparent culture
• Learning and development opportunities
• Company events
• Free meals

The standard OTE range for this position is $235,000 - $285,000 annually. Compensation will be determined by factors such as location, level, knowledge, skills, and experience. Some roles may include variable pay, equity, and additional benefits.

We value diversity and are committed to an inclusive workplace. We do not discriminate based on gender, ethnicity, sexual orientation, religion, family status, age, disability, or race.

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