Enterprise Account Executive - Sacramento

Glean; Sacramento (CA); Remote; USD 240,000 - 315,000; Full time

Benefits offered by this job

Medical, vision, and dental coverage

Generous time-off policy

401(k) plan contribution

Home-office improvement stipend

Annual education and wellness stipends

Job summary

Glean, based in Sacramento, is hiring an Enterprise Account Executive to drive new logo acquisition in Northern and Central Coastal California. This remote role involves managing the full sales cycle and navigating complex, multi-stakeholder deals. Ideal candidates will have over six years of closing experience, a deep understanding of technical products, and a proven track record in sales. Compensation ranges from $240,000 to $315,000 annually, along with a comprehensive benefits package including healthcare, 401(k), and education stipends.

Qualifications

• 6+ years of closing experience in sales with a track record of being a top performer.
• Ability to learn and pitch technical products in a fast-changing environment.
• Experience closing complex deals with C-level executives.

Responsibilities

• Source and close net new logos within a given territory.
• Navigate complex organizational structures and identify executive sponsors.
• Develop and execute sales strategies to generate pipeline and drive sales opportunities.

Skills

Closing experience

Ability to understand technical products

Relationship building

Knowledge of software integrations

Technical SaaS sales experience

Target account selling

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 enterprise trust, as we bring Work AI to every employee, in every company.

About The Role

Glean is seeking an experienced and consultative Enterprise Account Executive to drive new logo acquisition and expansion in Northern and Central Coast California. 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 and identify executive sponsors and champions.
• Research and understand the business objectives of 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 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.
• Effectively use a repeatable method for uncovering green‑field opportunities and building out a new territory.
• Previous experience building relationships and selling face‑to‑face to C‑level executives.
• 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.
• 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 remote. Candidates must be based in Sacramento.

Compensation And Benefits

The on‑target earnings for this position range from $240,000 to $315,000 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, a 401(k) plan contribution, a home‑office improvement stipend, and annual education and wellness stipends to support growth and wellbeing. We foster a vibrant company culture through regular events and provide healthy lunches daily to keep teams fueled and focused.

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 to demonstrate 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.

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