Corporate Install-Base Sales Leader

Glean•Nashville, TN

1d•$235,000 - $295,000•Hybrid

About The Position

Glean is seeking an energetic, customer-obsessed, and commercially sharp leader to establish and scale a new Install-base Corporate Account Executive (AE) team in Nashville. This is a high-impact, ground-floor leadership role responsible for retention and expansion within Glean's $XXM Corporate install-base. The leader will manage a team of AEs who act as trusted strategic advisors, driving revenue growth through consultative upsell, deepening adoption, and ensuring customers maximize value from Glean. Collaboration with Customer Success, AIOM, Deployment, Product, and Marketing is key to identifying expansion opportunities, mitigating retention risks, and fostering customer growth. The role reports directly to the VP of Sales Development & Commercial and is a foundational member of the Corporate Sales Leadership Team.

Requirements

5+ years of B2B SaaS sales experience.
2+ years leading a quota-carrying team focused on renewals, expansion, account management, or installbase growth.
Proven track record of consistently exceeding retention (GDR/NRR) and expansion (GAR/NRR) targets on an existing-customer book.
Strong combination of consultative sales acumen and relationship management skills.
Hands-on experience leading commercial renewal negotiations end-to-end (pricing, paper, legal, security) in the SaaS Corporate or Commercial segment.
Demonstrated ability to coach reps on multi-threading across Champion, Economic Buyer, and Procurement, and on executive engagement at the CFO/CIO level.
Strong command of value-based selling and sales methodologies (MEDDPICC, Command of the Message, Challenger, or similar).
Operational rigor: ability to run tight forecasts, inspect deals, and translate data (usage telemetry, adoption signals, account health) into commercial action.
Demonstrable AI fluency: repeatable workflows using AI to enhance personal and team efficiency.
A builder's mentality: energized by establishing new processes and teams.
Coachability, growth-orientation, and grit.
A 'player-coach' disposition: comfortable in customer conversations and 1:1s.
Bachelor's degree or equivalent experience.

Nice To Haves

Experience scaling an installbase or growth AE team from the ground up at a high-growth SaaS company.
Background managing accounts with average deal sizes between $50K–$500k.
Familiarity with AI, search, or data infrastructure products.

Responsibilities

Lead the Installbase AE team, including recruiting, coaching, and developing approximately 6 fully-ramped Corporate Installbase AEs responsible for the post-sale commercial cycle (renewal, upsell, cross-sell).
Own the renewal and expansion targets, delivering against Gross Dollar Retention (GDR), Growth ARR (GAR), and Annual Total Renewable (ATR) goals for the Corporate installbase.
Partner with the Corporate New-Logo leadership team to ensure seamless customer handoffs.
Develop the installbase playbook from scratch, defining operating motions for strategic account planning, QBRs, health checks, white-space mapping, usage-telemetry-driven expansion plays, and commercial renewal negotiations (pricing, paper, legal, security).
Drive proactive retention by coaching the team to identify and mitigate risks early, maintaining high customer satisfaction.
Enable AEs to partner with customers on identifying new use cases and expanding Glean's footprint.
Coach reps on multi-threading and executive selling, converting user champions to budget owners and engaging at the CFO/CIO level.
Manage a rigorous operating cadence, including forecasting, pipeline reviews, deal inspection, MEDDPICC discipline, and efficient paper processes for renewals.
Shorten the time between adoption signals and commercial outcomes.
Collaborate cross-functionally with AIOM, Deployment, Customer Success, RevOps, Marketing, and Product to address deployment issues, accelerate value realization, and drive expansion opportunities.
Serve as the voice of the customer, synthesizing feedback to inform product roadmap and installbase strategy.
Calibrate sourcing with Recruiting for distinct AE profiles with renewal/expansion quota experience, commercial negotiation skills, and AI fluency.
Set the cultural standard by embodying Glean's Sales Team Core Behaviors (Passion for Sales, Grit, Coachability, Growth Orientation, Process Focus, Driven to Win) and holding the team to that standard.
Achieve GDR improvement against the FY26 baseline.
Grow ARR uplift from the Corporate installbase.
Reduce post-sales drag on the New Logo team.
Build a best-in-class operating motion with clear ownership, sharp inspection, and consistent renewal and expansion execution.
Build a high-performing, low-attrition team that becomes a destination seat and a feeder for future leadership roles.