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Strategic Account Executive, Southern California

Glean· Sales
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Hybrid (Southern California)$300k - $375kPosted 2mo ago

About the role

Strategic Account Executive role focused on new business and growth within large enterprise prospects in a defined north central territory, with emphasis on executive-level messaging, complex deal navigation, and building long-term partnerships to deliver measurable business outcomes through Glean’s Work AI platform.

Responsibilities

  • Source and close net new logos within a given territory
  • Navigate complex organizational structures and identify executive sponsors and champions
  • Research and understand the business objectives of customers and perform a value-driven sales cycle
  • Collaborate with internal partners to move deals forward and ensure customer success
  • Consistently deliver ARR revenue targets and drive success through a metric-based approach
  • Develop and execute sales strategies and tactics to generate pipeline, drive opportunities, and deliver repeatable and predictable bookings
  • Provide timely and insightful input back to other corporate functions
  • Create ROI and business justification reports based on a data-driven approach
  • Run tight POCs based on business success criteria

Qualifications

  • 8+ years of closing experience in Sales with a track record of being a top performer
  • Ability to learn, pitch and demonstrate a highly technical product and adapt in a fast-growing environment
  • Clear examples of closing complex deals and selling into complex organizations
  • Experience uncovering greenfield opportunities and building a new territory
  • Experience building relationships and selling face to face to C-level executives
  • Knowledge of best-of-breed software and technical understanding of integrations, APIs, infrastructure management, security and analytics
  • Experience selling technical SaaS and cloud-based software solutions
  • Basic understanding of search infrastructure is a plus
  • Experience working with SEs, BDRs, PMs, Executives & Engineers
  • Experience with target account selling, solution selling, MEDDIC and Challenger methodologies is a plus

Skills

Required:Executive engagement and deal negotiationValue selling and ROI analysisStrategic account sellingTechnical SaaS and APIs

Benefits

  • Competitive compensation package including base and variable components
  • Medical, Vision, and Dental coverage
  • Generous time-off policy
  • 401k plan with company contributions
  • Home office improvement stipend
  • Annual education and wellness stipends
  • Regular company events and healthy daily lunches
Last updated Oct 21, 2026. Interested? Apply on the company site.

About Glean

Work AI that Works | Agents, Assistant & Search

Glean is the Work AI platform connected to your enterprise's data. Find, create, and automate anything. Explore what Work AI can do for you!

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