Strategic Account Executive, Southeast

About the Role

Day-to-day, this role entails navigating complex organizational structures to identify executive sponsors and champions, performing value-driven sales cycles, and collaborating with internal partners to move deals forward and ensure customer success. The ability to consistently deliver ARR revenue targets and drive success through a metric-based approach is crucial, as is the capacity to develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings.

Glean's innovative approach to Work AI is built on its Enterprise Graph and Personal Knowledge Graph, which map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean's agentic capabilities - AI agents that automate real work across teams by accessing the industry's broadest range of data. The result is measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level.

What You Will Do

• Source and close net new logos within a given territory, with a focus on the Southeast region.
• Navigate complex organizational structures to identify executive sponsors and champions.
• Research and understand the business objectives of customers, performing 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.

What We Are Looking For

• 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, adapting in a fast-growing and changing environment.
• Clear examples of closing complex deals and selling into complex organizations.
• Effective use of a repeatable method for uncovering greenfield opportunities and building out a new territory.
• Previous experience building relationships and selling face-to-face to executive-level decision-makers.
• Strong understanding of digital technologies and their application in business settings.
• Excellent communication and interpersonal skills, with the ability to articulate complex ideas simply.
• Ability to work in a remote environment, with strong self-motivation and discipline.

Nice to Have

• Experience with sales technologies and CRM systems.
• Knowledge of AI and machine learning principles, and their applications in business.
• Previous experience working with or selling to enterprises in the Southeast region.
• A track record of consistently meeting or exceeding sales targets in a fast-paced, dynamic environment.

Benefits and Perks

• Competitive salary and benefits package.
• Opportunity to work with a cutting-edge AI platform.
• Collaborative and dynamic work environment.
• Professional development opportunities, including training and education on AI and sales technologies.
• Flexible working hours and remote work options.
• Access to the latest digital tools and technologies.
• Recognition and reward for outstanding performance, including bonuses and stock options.

• Develop a strong understanding of AI and its applications in business before applying, to stand out in interviews.
• Highlight any experience with sales technologies, CRM systems, and digital marketing tools in your resume and cover letter.
• Prepare examples of how you've used data-driven approaches to drive sales success and grow customer relationships.
• Be ready to demonstrate your ability to learn and adapt quickly, as well as your experience in navigating complex sales environments.
• Show a genuine interest in Glean's Work AI platform and its potential to transform the way businesses operate.
• Tailor your application materials to the specific requirements of the role, highlighting relevant skills and experiences.
• Research Glean's culture and values, and be prepared to discuss how you align with them and can contribute to the company's mission.