Enterprise Account Executive (San Francisco)

Glean is the Work AI platform that helps everyone work smarter with AI. It powers intelligent Search, an AI Assistant, and scalable AI agents on a secure, open platform, offering over 100 enterprise SaaS connectors and flexible LLM choice.

About the Role

Glean is seeking an experienced and consultative Enterprise Account Executive in San Francisco to drive new logo acquisition and expansion in the Bay Area. 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.

Key Responsibilities

• Source and close net new logos within your territory.
• Navigate complex organizational structures and identify executive sponsors and champions.
• Research and understand the business objectives of customers and run value‑based sales cycles.
• 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

• 6+ years of closing experience in SaaS sales with a track record of being a top performer.
• Ability to 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.
• Repeatable method for uncovering greenfield opportunities and building out a new territory.
• Experience building relationships and selling face‑to‑face 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 software solutions.
• Basic understanding of search infrastructure is a plus.
• Experience working with cross‑functional teams including SEs, BDRs, PMs, executives, and engineers.
• Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus.

Location

This role is hybrid (3 days a week in our San Francisco office).

Compensation and Benefits

The on‑target earnings for this position are $260,000–$310,000 annually. Compensation includes base salary, variable incentive, and potential equity. Benefits include medical, vision, and dental coverage, generous PTO, a 401(k) plan, a home‑office improvement stipend, and annual education and wellness stipends. We also offer a vibrant company culture with regular events and healthy lunch options.

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. We do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.