Enterprise Account Executive, Japan

Glean; United States; Remote; USD 76,000 - 127,000; Full time

Job summary

Glean is seeking an Enterprise Account Executive to drive net-new logo acquisition and revenue growth within an assigned territory. This role requires selling highly technical SaaS solutions to enterprise customers and navigating multi-stakeholder buying environments.

You will source and close net new logos, engage executive sponsors, and run value-driven sales cycles, collaborating with internal teams to move deals forward and ensure customer success while delivering ARR targets.

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.

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 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.

Skills

Enterprise SaaS sales

C-level engagement

Value selling

Multi-stakeholder selling

Education

Bachelor's degree

Tools

APIs

Security concepts

Analytics basics

Job description

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. You'll be 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.

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.

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 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.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Glean’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows.

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.