Mid-Market Account Executive, East

Glean•New York, NY

3h•$216,000 - $250,000•Hybrid

About The Position

Glean is seeking a Commercial Account Executive to drive new business and growth among commercial and mid-market prospects. The role involves researching accounts, crafting tailored strategies and messaging, building champions, and addressing customer pain points and priority business outcomes. The position will build a territory and help shape Glean’s presence among industry-leading organizations while advancing its mission to transform work with AI. The Account Executive will source and close new logos, respond to inbound leads, develop and execute sales strategies, and consistently deliver ARR revenue targets. The role also involves navigating organizational structures, collaborating with internal partners, creating data-driven ROI and business justification reports, and running proof-of-concept engagements against agreed business success criteria. This is a hybrid role requiring four days a week in Glean’s New York office. The standard OTE range is $216,000–$250,000 annually. Eligible roles may also receive variable compensation, equity, and benefits.

Requirements

At least 3 years of closing experience, including direct field sales selling enterprise cloud software (SaaS) to companies.
Commercial, mid-market, or corporate segment selling experience.
Ability to learn, pitch, and demonstrate a highly technical product and adapt in a fast-growing, changing environment.
Examples of closing complex deals and selling into complex organizations.
Ability to use a repeatable method to uncover greenfield opportunities and build a new territory.
Previous experience building relationships and selling face-to-face to senior leaders.
Knowledge of leading software and technical understanding of integrations, APIs, infrastructure management, security, and analytics.
Experience selling technical SaaS and cloud-based software solutions.
Experience working with multiple teammates, including sales engineers, business development representatives, product managers, executives, and engineers.

Nice To Haves

Familiarity with sales methodologies such as MEDDPICC and Command the Message.

Responsibilities

Source and close net-new logos within an assigned territory and book of business.
Respond to inbound leads, including demo requests and event follow-ups.
Navigate customer organizational structures and identify sponsors and champions.
Research customers’ business objectives and conduct value-driven sales cycles.
Collaborate with internal partners to advance deals and ensure customer success.
Consistently deliver ARR revenue targets using a metric-based approach.
Develop and execute strategies and tactics to generate pipeline, advance sales opportunities, and deliver repeatable, predictable bookings.
Provide timely and insightful input to other corporate functions.
Create data-driven ROI and business justification reports.
Run focused proof-of-concept engagements based on business success criteria.