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 sales 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 where you will build a dedicated team responsible for retention and expansion within Glean's $XXM Corporate install-base. The team will focus on helping customers leverage Glean's capabilities as they scale their AI-native operations. You will lead a team of AEs who act as trusted strategic advisors, growing revenue through consultative upsells, deepening adoption, and ensuring customers maximize value from Glean. Collaboration with Customer Success, AIOM, Deployment, Product, and Marketing will be key to identifying expansion opportunities, mitigating retention risks, and driving customer growth. You will own the team, the playbook, and the outcomes, reporting directly to the VP of Sales Development & Commercial as a foundational member of the Corporate Sales Leadership Team.

Requirements

5+ years of B2B SaaS sales experience.
2+ years of experience leading a quota-carrying team focused on renewals, expansion, account management, or installbase growth.
Proven track record of consistently exceeding both retention (GDR/NRR) and expansion (GAR/NRR) targets on an existing-customer book.
Strong combination of consultative sales acumen and relationship management skills, with experience growing accounts through strategic upsell while maintaining high retention rates.
Hands-on experience leading end-to-end commercial renewal negotiations (pricing, paper, legal, security) within 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 (e.g., MEDDPICC, Command of the Message, Challenger).
Operational rigor, including running tight forecasts, inspecting deals effectively, and translating data (usage telemetry, adoption signals, account health) into commercial action.
Demonstrable AI fluency, including repeatable workflows where AI is used to enhance personal and team efficiency and effectiveness.
A builder's mentality, energized by establishing new processes and teams.
Coachable, growth-oriented, and gritty, with the ability to internalize feedback and take ownership.
A 'player-coach' disposition, comfortable in both customer-facing and internal coaching roles.
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 in the $50K–$500k range.
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 full 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 closely with the Corporate New-Logo leadership team to ensure a seamless customer handoff post-close.
Build the installbase playbook from scratch, defining the operating motion for strategic account planning, QBRs and health checks, white-space mapping, usage-telemetry-driven expansion plays, and commercial renewal negotiation (pricing, paper, legal, security).
Drive proactive retention by coaching the team to identify and mitigate retention risks early, maintaining high customer satisfaction.
Unlock new use cases by equipping AEs to partner with customers on identifying new applications for Glean, turning adoption and value realization into expansion opportunities.
Coach reps on multi-threading across stakeholders (from user champions to budget owners) and on running renewal and expansion conversations at the executive level (CFO/CIO).
Manage a rigorous operating cadence including forecasting, pipeline reviews, deal inspection, MEDDPICC discipline, and efficient paper processes for all renewals, aiming to shorten the gap between adoption signals and commercial outcomes.
Partner cross-functionally with AIOM, Deployment, Customer Success, RevOps, Marketing, and Product to address deployment issues, accelerate value realization, and convert under-deployed customers into expansion opportunities.
Serve as the voice of the customer by synthesizing feedback from the team's accounts and conveying market needs to Product, Deployment, and GTM leadership to inform the roadmap and installbase strategy.
Collaborate with Recruiting to define and source candidates with specific experience in renewals, expansion, quota-carrying roles, commercial negotiation, and AI fluency, distinct from standard Corporate AEs.
Set the cultural standard by embodying Glean's Sales Team Core Behaviors (Passion for Sales, Grit, Coachability, Growth Orientation, Process Focus, and Driven to Win) and holding the team to that standard.
Achieve GDR improvement versus the FY26 baseline.
Grow ARR uplift from the Corporate installbase.
Reduce post-sales drag on the New Logo team, returning time to greenfield AEs.
Build a best-in-class operating motion with clear ownership, sharp inspection, and consistent renewal and expansion execution.
Develop a high-performing, low-attrition team that becomes a desirable role within Corporate Sales and a pipeline for future leadership opportunities.