Glean Technologies

Title: Strategic Account Executive - Texas Location:Dallas, TX, United States Remote Job Description: 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. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognized by Fast Company as one of the World's Most Innovative Companies (Top 10, 2025), by CNBC's Disruptor 50, Bloomberg's AI Startups to Watch (2026), Forbes AI 50, and Gartner's Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we're helping the world's largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality. If you're excited to shape how the world works, you'll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You'll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company. About the Role: Glean is seeking a Strategic Account Executive to 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 north central region and play a key role in shaping Glean's presence among industry-leading organizations and advancing our mission to transform work with AI. You will: - Source and close net new logos within a given territory - Have the ability to navigate complex organizational structures and identify executive sponsors and champions - Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle - Collaborate with internal partners to move deals forward and ensure customer success - You will consistently 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 off of a data driven approach - Run tight POCs based off of business success criteria About you: - 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 have the ability to adapt in a fast growing and changing environment - Have 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 softwares and a 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 - You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers - Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus Location: - This role is remote. - Candidates are required to reside in the Dallas area. Compensation & Benefits: The standard on target earnings for this position is $300,000 - $350,000 annually. Compensation offered 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. We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused. 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. #LI-REMOTE

• Source and close net new logos within a given territory • Have the ability to navigate complex organizational structures and identify executive sponsors and champions • Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle • Collaborate with internal partners to move deals forward and ensure customer success • You will consistently 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 off of a data driven approach • Run tight POCs based off of business success criteria

• Source and close net new logos within a given territory • Have the ability to navigate complex organizational structures and identify executive sponsors and champions • Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle • Collaborate with internal partners to move deals forward and ensure customer success • You will consistently 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 off of a data driven approach • Run tight POCs based off of business success criteria

• Source and close net new logos within a given territory • Navigate complex organizational structures and identify executive sponsors • Research and understand the business objectives of your customers • Collaborate with internal partners to move deals forward • Consistently deliver ARR revenue targets • Develop and execute sales strategies and tactics to generate pipeline • Provide timely and insightful input back to other corporate functions • Create ROI and business justification reports • Run tight POCs based off of business success criteria

Role Description The Solution Engineer role sits within the GTM organization within the DACH region, making you a trusted technical advisor to the local sales team, our partners, and our customers. You will work on many exciting projects with some of the most future-forward organizations, helping to guide the beginning of their Generative AI journeys. At Glean, our Solution Engineers work with our customers to help them connect Glean to their most important decision-making platforms. These platforms include Microsoft 365, Google Workspace, Jira, Confluence, Slack, GitHub, Zendesk, and everything in between! As an SE, you will work closely with our local Account Executives (AEs) and will be responsible for the technical success and delivery of our sales opportunities. You will: - Perform interactive demonstrations of the Glean platform to prospective customers. - Educate the technical teams of our prospective customers on the architecture of the Glean platform, articulating the “how” of how our solution works in the context of the customer landscape. - Scope and execute sponsored pilot and Proof of Value (PoV) exercises to ensure the technical requirements and business objectives that the Glean solution provides are validated. - Educate and train our customers and partners on our product to ensure that they are set up for success. - Present at company-sponsored events such as Google Cloud Next and AWS re: invent. - Liaise with Glean product managers and engineers to investigate issues, raise feature requests, and understand our future roadmap. Qualifications - Bachelor's degree in Engineering, Computer Science, Information Technology, or a related field (or equivalent work experience). - At least 5+ years of experience in enterprise software pre-sales and have used value-based discovery frameworks. - Excellent analytical and problem-solving skills with the ability to handle complex technical challenges. - Ability to explain complex technical concepts in layman’s terms to help educate and train customers, prospects, and partners. - Comfortable presenting, both virtually and in person. - Familiarity with cloud infrastructure (IaaS) platforms such as GCP, AWS, and Azure. - Familiarity with identity services and Single Sign-On (SSO) providers such as Azure/Entra ID, Okta, and protocols such as SAML, SCIM, and OIDC. - Familiarity with APIs, including sending and receiving data from API endpoints, and how to troubleshoot issues. - Familiarity with security concepts and tools, e.g. Firewalls, VPNs, SSL/TLS, DLP, WAFs, and proxies. Location This role is remote (must be based in Germany). Compensation & Benefits Compensation offered 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. We’re committed to building and sustaining a diverse, inclusive workplace. We strive to attract and retain people with a wide range of backgrounds, experiences, and perspectives, and we do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. AI-First Mindset at Glean At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.

• 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 your customers • 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 • Provide timely and insightful input back to other corporate functions • Create ROI and business justification reports based off of a data-driven approach • Run tight POCs based off of business success criteria

Role Description As a Partner Solutions Engineer, you will play a pivotal role in fostering strong relationships with cloud, channel, SI, and GSI partners and driving the adoption of our products within their ecosystem. You will collaborate closely with partner teams to understand their business objectives, technical capabilities, and customer needs, enabling them to effectively integrate and sell our solutions. - Partner Development: - Identify, recruit, and manage strategic partnerships. - Build and maintain strong relationships with partner account managers, technical teams, and executives. - Develop and execute joint go-to-market plans with partners. - Technical Enablement: - Provide technical training and support to partner teams. - Assist partners in developing proof-of-concepts and demos. - Address technical inquiries and resolve issues related to product integration. - Develop new solutions and services with partner teams. - Sales Enablement: - Collaborate with sales teams to generate joint sales opportunities. - Provide product demonstrations and presentations to potential customers. - Develop sales tools and collateral for partners. - Market Analysis: - Stay up-to-date on industry trends, competitor activities, and partner market dynamics. - Identify new opportunities for partnership expansion. - Customer Success: - Ensure customer satisfaction and success with partner-led solutions. - Monitor and address any post-sales issues or concerns. Qualifications - Bachelor's degree in Computer Science, Engineering, or relevant work experience. - Fluency in Japanese and English. - At least 4+ years of experience in a technical sales, consulting, enablement or partner management role. - Strong understanding of cloud technologies and software development methodologies. - Excellent communication and interpersonal skills. - Ability to work effectively in a fast-paced, collaborative environment. - Proven track record of building and maintaining successful partner relationships. Compensation & Benefits - Compensation offered 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. - 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. AI-First Mindset at Glean At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role.

• Help our customers achieve real business outcomes through the use of AI • Serve as the primary lead on new customer deployments including hands on guidance for the setup of SSO and connectors • Own the end-to-end delivery from kickoff to go-live thru renewal, ensuring clarity on expectations for all stakeholders timeline, and Services budget. • Create and execute on joint success plans that drive additional adoption, deepen engagement, and result in measurable business value. Overall program management. • Develop, communicate, and execute tailored project plans; facilitate cross-functional collaboration across delivery, operations, and technical teams. • Provide a blend of technical guidance and strategic partnership, acting as escalation manager when necessary. • Monitor and report on deployment progress, customer adoption, and satisfaction metrics. • Proactively identify risks or blockers and drive resolution—escalating internally when appropriate. • Guide and document improvements for onboarding processes, playbooks, and best practices. • Contribute to continuous process and product improvements by providing actionable feedback and participating in internal initiatives

• Collaborate with cross-functional teams to design and architect secure cloud infrastructure solutions on AWS and Azure • Identify potential security vulnerabilities and gaps in existing infrastructure and propose remediation plans • Implement cloud-native security technologies and best practices to address identified gaps • Analyze security logs and metrics to proactively detect and respond to security incidents • Develop and deploy security controls, such as identity and access management (IAM), network security policies, and encryption mechanisms • Leverage software engineering skills to create security-specific features, particularly in the areas of authentication, authorization, and rate limiting • Create documentation and train and guide team members and other stakeholders on security best practices

• Design, develop, and maintain secure software for core platform functionalities • Collaborate with cross-functional teams (engineering, product) to integrate security best practices throughout the development lifecycle • Stay up-to-date on the latest security threats, vulnerabilities, and mitigation strategies • Conduct security code reviews and identify potential security risks in existing codebases • Develop and implement automated security testing procedures • Respond to security incidents and participate in incident response procedures • Continuously improve the platform's security posture by identifying and implementing security enhancements • Document security processes, procedures, and best practices