Enterprise Account Executive, Southeast

Glean; United States; Remote; USD 260,000 - 310,000; Full time

Job summary

Glean, the Work AI platform, is seeking an Enterprise Account Executive to land and grow multi-million dollar, global enterprise relationships. You will source new logos within your territory and navigate complex organizations to find executive sponsors.

Based remotely in the US (FL/GA preferred), you will articulate ROI, run tight POCs, and collaborate with SEs, BDRs, PMs and engineers to drive ARR and hits on annual targets. The role offers a competitive OTE and comprehensive benefits.

Qualifications

• 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 environment.
• Clear examples of closing complex deals and selling into complex organizations.
• Use a repeatable method for uncovering greenfield opportunities and building a new territory.
• Experience building relationships and selling face to face to C level executives.
• Knowledge of best-of-breed software with understanding of integrations, APIs, security and analytics.
• Experience selling technical SaaS and cloud-based software solutions.
• Basic understanding of search infrastructure is a plus.
• Experience with multiple teammates including SEs, BDRs, PMs, Executives & Engineers.
• Experience with target account selling, solution selling, and MEDDIC/Challenger methodologies is a plus.

Responsibilities

• Source and close net new logos within a given territory.
• Navigate complex organizational structures and identify sponsors and champions.
• Understand customer objectives and perform value-driven sales cycles.
• Collaborate with internal partners to move deals forward and ensure customer success.
• Deliver ARR targets using a metric-based approach.
• Develop and execute sales strategies to generate pipeline and bookings.
• Provide input to other functions and create ROI reports.
• Run tight POCs based on business success criteria.

Skills

Closing deals

Enterprise sales

MEDDIC / Challenger

C-level selling

SaaS / cloud selling

Opportunity discovery

Cross-functional collaboration

ROI / business case

POC execution

Team alignment

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 Enterprise Account Executive for a high-impact
sales role focused on driving new business and expanding
relationships within large enterprise accounts. AEs at Glean are
responsible for landing and managing multi-million dollar,
only global, accounts by leveraging Glean’s differentiated AI
technology and foundational knowledge graph to deliver tangible
business outcomes for customers.

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 territory, particularly in the FL or GA area)

Compensation and Benefits:

The OTE range for this role is $260,000 - $310,000 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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