Mid-Market Account Executive, East

Glean is seeking a Commercial Account Executive who will drive new business and growth within commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling 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 west region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.

- Source and close net new logos within a given territory in your book of business

- Have a proven track record of overachieving your targets

- Respond to inbound leads, including demo requests and event followups

- Have the ability to navigate organizational structures and identify sponsors and champions

- Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle

- Sales methodologies such as MEDDPICC and Command the message preferable

- Collaborate with internal partners to move deals forward and ensure customer success

- You will 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 to other corporate functions

- Create ROI and business justification reports based on a data-driven approach

- Run tight POCs based on business success criteria

- 3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies.

- Commercial / Mid Market / Corporate segment selling experience is a MUST

- Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast-growing and changing environment

- Have 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 senior leaders.

- Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics

- Experience selling technical SaaS and cloud-based software solutions

- You have previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives & Engineers

The standard OTE range for this position is $216,000 - $270,000 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.

We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an 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're 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.

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AI-First Mindset at Glean

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.

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