Enterprise Account Executive - Mountain View

Glean; Mountain View (CA); Hybrid; USD 250,000 - 350,000; Full time

Benefits offered by this job

Medical coverage

Vision coverage

Dental coverage

Home office stipend

Annual education stipend

Wellness stipend

Lunch provided

Time off policy

Job summary

Glean is seeking an experienced Enterprise Account Executive to drive new logos and expansion in Mountain View, CA. You will own the full sales cycle—from pipeline to close—navigating multi-stakeholder deals with C‑level executives and building ROI and business cases to accelerate adoption of Glean’s Work AI platform.

You will close net new logos, develop strategic sales plans, and collaborate with SEs, BDRs, PMs, and engineers to achieve ARR targets in a hybrid Mountain View office environment.

Qualifications

• 6+ years of closing experience with a top performance track record.
• Ability to learn, pitch, and demonstrate a highly technical product.
• Experience closing complex deals and selling to C-level executives.
• Use a repeatable method to uncover opportunities and build new territories.
• Experience selling face-to-face to executives; MEDDIC/Challenger is a plus.
• Knowledge of SaaS, integrations, APIs, security and analytics.

Responsibilities

• Source and close net new logos within a territory.
• Navigate complex org structures to identify sponsors and champions.
• Research business objectives and drive value-based sales cycles.
• Collaborate with internal teams to move deals forward and ensure success.
• Deliver ARR targets and drive bookings with data-driven approaches.
• Develop and execute sales strategies to generate pipeline and opportunities.
• Provide input to other corporate functions with market insights.
• Create ROI reports and business justifications based on data.
• Run tight POCs aligned to business success criteria.

Skills

Closing sales

C-level selling

MEDDIC/Challenger

Pipeline development

Strategic selling

Cross-functional collaboration

Tools

CRM tools

Job description

About The Role

Glean is seeking an experienced and consultative Enterprise Account Executive to drive new logo acquisition and expansion in our Mountain View, CA office. 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
• Have the ability to navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• You will 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 off of a data driven approach
• Run tight POCs based off of 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 have the ability to adapt in a fast growing and changing environment
• Have 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 C‑level executives
• Knowledge of best of breed softwares 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
• You have 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 hybrid (3 days a week in our Mountain View, CA office).

Compensation And Benefits

The on target earnings for this position is $250,000 - $350,000 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, generous time‑off policy, and the opportunity to contribute to your 401k plan to support your long‑term goals. When you join, you’ll receive a home office improvement stipend, as well as an annual education and wellness stipend 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.

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.