Commercial Account Executive

Overview

Founded in 2019, Glean is an AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating with tools like Google Drive, Slack, and Microsoft Teams, Glean enables employees to access the right knowledge at the right time, boosting productivity and collaboration. The company combines enterprise-grade search, an AI assistant, and strong application- and agent-building capabilities to redefine how employees work.

As a Commercial Account Executive at Glean, you will drive new business and growth within mid-market prospects by developing tailored strategies to penetrate and expand commercial accounts. This role requires sophisticated account research, executive-level messaging, and champion-building to address customer pain points and deliver priority business outcomes. You will have the opportunity to build a territory in the central region and play a key role in shaping Glean’s presence among leading organizations and advancing our mission to transform work with AI.

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand customers’ business objectives and perform a value-driven sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• Consistently deliver ARR revenue targets and drive success through a metric-based approach
• Develop and execute sales strategies to generate pipeline, create opportunities, and achieve repeatable bookings
• Provide timely input to other corporate functions
• Create ROI and business-justification reports based on data-driven analysis
• Run tight proof of concept initiatives based on business success criteria

• 3+ years of closing experience in sales with a track record of top performance
• Ability to learn, pitch, and demonstrate a highly technical product; adaptable in a fast-growing environment
• Experience closing complex deals and selling into complex organizations
• Proven ability to uncover greenfield opportunities and build a new territory
• Experience building relationships and selling to C-level executives
• Knowledge of best-of-breed software and technical understanding of integrations, APIs, infrastructure management, security, and analytics
• Experience selling technical SaaS and cloud-based solutions
• Basic understanding of search infrastructure is a plus
• Experience collaborating with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
• Experience with target account selling, solution selling, and methodologies such as MEDDIC and Challenger (or similar) is a plus

• Hybrid role in Nashville, TN

The standard On-Target Earnings for this position is $160,000–$220,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Some roles may be eligible for variable compensation, equity, and benefits.

We offer a comprehensive benefits package including medical, vision, and dental coverage, generous time-off, and a 401(k) plan. Additional benefits include a home office stipend, annual education and wellness stipends, and regular team events with provided meals to support focus and well-being.

We are a diverse team and are 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.