Strategic Account Executive, West

About the Role Glean is seeking a Strategic Account Executive to 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 region and play a key role in shaping Glean’s presence among industry-leading organizations and 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 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 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 and changing 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 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 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 hybrid (4 days a week in our San Francisco office) Compensation: The standard on-target earnings for this position is $300,000 - $375,000 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. 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 401k 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. We’re committed to building and sustaining a diverse, inclusive workplace. We strive to attract and retain people with a wide range of backgrounds, experiences, and perspectives, and we do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. 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. #J-18808-Ljbffr