Strategic Account Executive

Founded in Glean is an innovative AI‑powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company's cutting‑edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence. Glean was born from Founder & CEO Arvind Jain's deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way—an AI‑powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise‑grade search, an AI assistant, and powerful application‑ and agent‑building capabilities to fundamentally redefine how employees work. 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 play a key role in shaping Glean's presence among industry‑leading organizations and advancing our mission to transform work with AI. Responsibilities 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 a value‑driven sales cycle. Collaborate with internal partners to move deals forward and ensure customer success. Consistently over‑deliver ARR revenue targets and drive success through a metric‑based approach. Develop and execute sales strategies and tactics 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 a data‑driven approach. Run tight POCs based on business success criteria. Qualifications 7+ 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 and changing environment. Clear examples of closing complex deals and selling into complex organizations. Effectively use 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. Experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers. Location This is a remote position based in Australia; you will work from Sydney, Australia or Melbourne, Australia and need to understand the regional market and its business practices. Diversity & Inclusion We are 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. We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. #J-18808-Ljbffr