Enterprise Account Executive, Japan

Glean; United States; Remote; USD 77,000 - 116,000; Full time

Job summary

Glean is seeking an Enterprise Account Executive to drive net-new logo acquisition and revenue growth remotely in Japan. You will sell a highly technical SaaS platform to enterprise customers, navigate multi-stakeholder buying processes, and collaborate with SEs, BDRs, PMs, executives, and engineers.

You will source logos, map customer objectives, run value-driven cycles, and deliver predictable bookings while developing strategic sales plans and ROIs.

Qualifications

• 5+ years of closing experience in Sales with a track record of top performance.
• Ability to learn, pitch, and demonstrate a highly technical product in a fast-growing environment.
• Proven experience closing complex deals within complex organizations.
• Strong ability to uncover greenfield opportunities and build new territories using a repeatable sales methodology.
• Experience 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 solutions.
• Basic understanding of search infrastructure is a plus.
• Experience working cross-functionally with SEs, BDRs, PMs, executives, and engineers.

Responsibilities

• Source and close net-new logos within a given territory.
• Navigate complex organizational structures and identify executive sponsors and champions.
• Research and understand customer objectives and run a value-driven sales cycle.
• Collaborate with internal partners to move deals forward and ensure customer success.
• Deliver ARR revenue targets using a metrics-driven approach.
• Develop and execute sales strategies to generate pipeline and bookings.
• Provide timely feedback to cross-functional teams.
• Create ROI reports and business justification analyses.
• Run structured POCs aligned to business success criteria.

Skills

Enterprise SaaS

C-level selling

Complex deals

Greenfield sales

Cross-functional collaboration

APIs & integrations

Security & analytics

Cloud-based solutions

Search infrastructure (nice to have)

Team collaboration with SEs/PMs/BDRs/E

Tools

CRM systems

Sales analytics

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 a Enterprise Account Executive to drive net-new logo acquisition and revenue growth within an assigned territory. This role requires strong experience selling complex, technical SaaS solutions to enterprise customers and the ability to navigate multi-stakeholder buying environments.

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 customer business objectives and run a value-driven sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• Consistently deliver ARR revenue targets using a metrics-driven approach
• Develop and execute sales strategies to generate pipeline, drive opportunities, and deliver predictable bookings
• Provide timely and insightful feedback to cross-functional teams
• Create ROI and business justification reports using a data-driven approach
• Run structured POCs aligned to defined business success criteria

About you:

• 5+ years of closing experience in Sales with a track record of top performance
• Ability to learn, pitch, and demonstrate a highly technical product in a fast-growing environment
• Proven experience closing complex deals within complex organizations
• Strong ability to uncover greenfield opportunities and build new territories using a repeatable sales methodology
• Experience 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 solutions
• Basic understanding of search infrastructure is a plus
• Experience working cross-functionally with SEs, BDRs, PMs, executives, and engineers

Location:

• This role is remote (must be located in Japan)

Compensation & Benefits:

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 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 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.

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