About this role
Driving new business growth involves sourcing and closing net new logos within the north central territory by developing tailored strategies to break into and expand major enterprise accounts. Daily responsibilities require sophisticated account research, executive-level messaging, and building strong champions to address customer pain points and deliver priority business outcomes. Team members collaborate with internal partners to move deals forward while consistently meeting annual recurring revenue targets through a metric-based approach.
Glean seeks a Strategic Account Executive to shape the company's presence among industry-leading organizations by advancing a Work AI platform that powers intelligent search, assistants, and scalable agents. Candidates must navigate complex organizational structures, execute value-driven sales cycles, and run tight proofs of concept based on business success criteria. Individuals who excel in this position demonstrate a strong technical understanding of integrations, APIs, and SaaS solutions while effectively managing territory development in the St. Louis or Kansas City areas.
What you will do
- Source and close net new logos within an assigned territory to drive repeatable and predictable bookings.
- Navigate complex organizational structures to identify and engage executive sponsors and champions.
- Research customer business objectives and execute value-driven sales cycles with data-driven ROI and business justification reports.
- Collaborate with internal partners across engineering, product, and executive teams to move deals forward and ensure customer success.
- Develop and execute sales strategies to generate pipeline and drive sales opportunities using a metric-based approach.
- Run tight proofs of concept based on established business success criteria.
- Provide timely and insightful input back to other corporate functions.
What you need
- Minimum of 8 years of closing experience in sales with a proven track record as a top performer.
- Demonstrated ability to learn, pitch, and demonstrate a highly technical product in a fast-growing environment.
- Clear examples of closing complex deals and selling directly to C-level executives face-to-face.
- Experience using a repeatable method for uncovering greenfield opportunities and building out a new territory.
- Technical understanding of best-of-breed software, integrations, APIs, infrastructure management, security, and analytics.
- Previous experience working with multiple teammates including sales engineers, business development representatives, product managers, and executives.
Nice to have
- Basic understanding of search infrastructure
- Experience selling technical SaaS and cloud-based software solutions
- Experience with target account selling, solution selling, and methodologies such as MEDDIC and Challenger
Benefits
- Competitive compensation with standard on-target earnings between $300,000 and $350,000 annually
- Medical, Vision, and Dental coverage
- Generous time-off policy
- 401k plan contribution options
- Home office improvement stipend
- Annual education and wellness stipends
Skills and tech stack
Questions candidates ask
What is the remote work policy for this position?
The role is remote, but candidates must be based in the St. Louis, MI or Kansas City area.
What is the compensation range for this role?
The standard on-target earnings for this position is $300,000 to $350,000 annually. Final compensation is determined by factors such as location, level, job-related knowledge, skills, and experience.
What kind of product will I be selling?
You will be selling Glean's Work AI platform, which includes intelligent search, an AI assistant, and scalable AI agents. The product integrates with various enterprise tools and requires a technical understanding of APIs, integrations, and cloud software.
What is included in the interview process regarding AI?
As part of the interview process, you will complete a brief AI-focused exercise or discussion to help the team understand how you think about, design, and use AI to drive impact in your role.