Enterprise Account Executive - Washington

Glean is seeking an experienced and consultative Enterprise Account Executive to drive new logo acquisition and expansion. 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.

Responsibilities

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

Requirements

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; You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers

Nice to have

Basic understanding of search infrastructure; Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies

Benefits

Competitive compensation; Medical, Vision, and Dental coverage; Generous time-off policy; 401k plan; Home office improvement stipend; Annual education and wellness stipends; Company culture events; Healthy lunches daily; Variable compensation; Equity