Strategic Account Executive - Southern California
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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, delivering deeply personalized, context‑aware responses for every employee and powering AI agents that automate real work across teams.
About The Role
As a Strategic Account Executive at Glean, you will drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts.
This role demands sophisticated account research, executive‑level messaging, and champion‑building to deliver on customer pain points and priority business outcomes.
You will have the opportunity to build a territory in the SoCal region and play a key role in shaping Glean's presence among industry‑leading organizations while advancing our mission to transform work with AI.
You Will
Source and close net new logos within a given territory
Navigate complex organizational structures and identify executive sponsors and champions
Research and understand the business objectives of your customers 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 metrics‑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 on a data‑driven approach
Run tight POCs based on business success criteria
About You
8+ 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, changing environment
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 software 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
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
Candidates are required to reside in the SoCal area.
This is a remote role.
Compensation & Benefits
The standard on‑target earnings for this position are $300,000 – $360,000 annually.
Compensation 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, a generous time‑off policy, and the opportunity to contribute to your 401(k) plan.
When you join, you'll receive a home‑office improvement stipend and 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 are committed to an inclusive and diverse company and do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
Seniority Level
Mid‑Senior level
Employment Type
Full‑time
Job Function
Sales and Business Development
Industries
Software Development
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