Strategic Account Executive

About Glean Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business – without vendor lock‑in or costly implementation cycles. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context‑aware responses for every employee. This foundation powers Glean’s agentic capabilities – AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real‑time. About the Role As a Strategic Account Executive at Glean, you will drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role demands sophisticated account research, executive‑level messaging, and champion‑building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the ANZ region and shape Glean’s presence among industry‑leading organizations. You will Source and close net new logos within a given territory in your book of business. Navigate complex organizational structures and identify executive sponsors and champions. Research and understand the business objectives of your customers and perform value‑driven sales cycles. Collaborate with internal partners to move deals forward and ensure customer success. Consistently over‑deliver ARR revenue targets through a metric‑based approach. Develop and execute sales strategies to generate pipeline, drive sales 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 data‑driven approaches. Run tightly scoped POCs based on business success criteria. About you 10+ years of closing experience in Sales with a track record of being a top performer in SaaS sales. Ability to learn, pitch, and demonstrate a highly technical product and adapt in a fast‑growing, changing environment. Clear examples of closing complex deals and selling into complex organizations. Effective use of a repeatable method for uncovering greenfield opportunities and building out a new territory. Previous experience building relationships and selling face‑to‑face to C‑level executives. Knowledge of best‑of‑breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics. Experience selling technical SaaS and cloud‑based software solutions. Previous experience working with teammates including SEs, BDRs, PMs, Executives & Engineers. Remote role based in Melbourne with understanding of the regional market and cultural nuances. Location Remote, must be based in Melbourne. Compensation Compensation will be determined by factors such as location, level, job‑related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits. Diversity Statement We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. Seniority Level Mid‑Senior level Employment Type Full‑time Job Function Software Development #J-18808-Ljbffr