Enterprise Account Executive, SoCal

Glean; United States; Remote; USD 250,000 - 320,000; Full time

Job summary

Glean seeks an experienced Enterprise Account Executive to lead new logo acquisition and expansion in Southern California. You’ll own the full sales cycle—from pipeline generation through close—navigating complex, multi-stakeholder deals with C-level executives.

You will collaborate with Sales Engineering and cross-functional teams to build ROI and business cases, drive ARR, and achieve repeatable bookings with a remote-friendly, high-earning environment.

Qualifications

• 6+ years of closing experience in Sales with a track record of top performance
• Ability to learn, pitch and demonstrate a highly technical product
• Experience closing complex deals and selling into complex organizations
• Use a repeatable method for uncovering greenfield opportunities and building new territory
• Experience building relationships and selling face to face to C-level executives
• Knowledge of integrations, APIs, infrastructure management, security and analytics

Responsibilities

• Source and close net new logos within the Southern California region
• Navigate complex organizational structures and identify executive sponsors and champions
• Understand customer objectives and drive a value-based sales cycle
• Collaborate with internal teams to move deals forward and ensure customer success
• Consistently deliver ARR targets and drive repeatable bookings
• Develop and execute sales strategies to generate pipeline and opportunities
• Provide input to other corporate functions and create ROI reports
• Run tight POCs based on business success criteria

Skills

Closing deals

Executive selling

Solutions selling

MEDDIC / Challenger

Technical SaaS sales

C-level engagement

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 our Southern California region. 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 remote (must be based in Southern California).

Compensation and Benefits:

The on target earnings for this position is $250,000 - $320,000 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 stipends 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.

#LI-REMOTE

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 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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