Strategic Federal Account Executive, Public Sector (DIB)

Glean•Washington, DC

4h•Remote

About The Position

Glean is seeking a Federal Account Executive to lead its Public Sector defense industrial base (DIB) business. This role focuses on defense primes, key integrators, and contractors building and operating mission-critical systems for U.S. Federal agencies. It is a strategic, full-cycle enterprise sales position where the individual will own a focused set of high-value accounts, build the DIB/federal-adjacent go-to-market strategy, and close complex, multi-stakeholder SaaS and AI deals. Glean is actively working towards FedRAMP authorization, but is not yet authorized. The role requires selling effectively without FedRAMP in place by educating prospects on Glean’s security posture and deployment options, identifying initial land paths, and partnering with security, legal, and procurement teams to structure acceptable pilots and production rollouts. The Account Executive will orchestrate cross-functional deal teams, generate and manage pipeline through various channels, and act as the voice of the field for public sector, feeding requirements back into product, security, and compliance roadmaps. The goal is to land and grow lighthouse wins that can serve as references and case studies in the DIB and broader federal market.

Requirements

8+ years of quota-carrying enterprise SaaS sales experience.
6+ years selling into U.S. Federal agencies and/or Defense Industrial Base accounts, or highly comparable experience at primes, SIers, or major cloud/security vendors.
Consistently met or exceeded quota in roles with large ACV, multi-stakeholder, multi-year deals.
Navigated federal procurement and security reviews (e.g., ATO processes, vendor risk assessments, security questionnaires).
Worked closely with Sales Engineering and Product/Security to address technical and compliance requirements in late-stage cycles.
Direct experience selling into defense primes, major integrators, or key DIB contractors.
Background at a cloud, data, security, or AI platform vendor.
Existing relationships across DoD, intel-adjacent agencies, and DIB leadership.
Experience with search, knowledge management, LLMs/AI assistants, or collaboration products.

Nice To Haves

Active or prior U.S. security clearance (not required).

Responsibilities

Own and grow a strategic territory across defense industrial base accounts and select federal-adjacent opportunities.
Build the go-to-market plan for your territory: target account list, use-case focus, partner strategy, and coverage model.
Run full-cycle, complex SaaS deals: discovery, value hypothesis, multithreading, business case, procurement navigation, and negotiation.
Sell effectively without FedRAMP in place by: Educating prospects on Glean’s security posture and deployment options; Identifying initial land paths (e.g., lower-impact data, non-FedRAMP workloads, customer-hosted or private deployments); Partnering with security, legal, and procurement teams to structure acceptable pilots and production rollouts.
Orchestrate cross-functional deal teams — Solutions Engineering, Customer Success, Product/Security, executives, and partners — to move strategic pursuits forward.
Generate and manage pipeline with rigor through outbound prospecting, events, partner motions, and expansion within existing accounts.
Act as the voice of the field for public sector, feeding requirements and patterns back into product, security, and compliance roadmaps.
Land and grow lighthouse wins that can become references and case studies in the DIB and broader federal market.