Enterprise Account Executive
Drive new logo acquisition and expansion for Glean's Work AI platform. Own full sales cycle from pipeline generation through close, navigating complex multi-stakeholder deals with C-level executives.
Enterprise Account Executive
Owns full-cycle enterprise sales for AI-powered revenue platform, managing $150K+ deals with C-level execs via outbound prospecting, multi-threading, POCs, and value-based selling. Requires 6+ years SaaS experience exceeding $1M quotas in complex deals.
240k – 300kSan Francisco, CANew York, NYAccount ExecutiveHybrid6+ YOE
About the role
What You’ll Do
- Own the full enterprise sales cycle from sourcing to close, focusing on $150K–$400K+ deals
- Drive outbound into net-new enterprise territories through cold outreach, partnerships, and creative prospecting
- Multi-thread large, complex accounts across Sales, RevOps, Marketing, Finance, and executive leadership
- Use a value-based, ROI-driven approach to sell to CROs, CMOs, CFOs, and other C-level stakeholders
- Build and execute thoughtful account plans using frameworks such as MEDDPICC
- Own the commercial framing of proof-of-concept (POC) engagements, including economic justification, executive alignment, success criteria, and internal resourcing
- Partner closely with AI Solutions Architects to ensure technical discovery, architecture framing, and build-vs-buy logic are addressed at the right depth
- Partner with Agent Product Managers to execute POCs once approved, ensuring continuity from sales intent to delivery
- Provide structured feedback from the field to evolve our enterprise playbook, messaging, and GTM strategy
Who You Are
- Enterprise seller with 6+ years of SaaS sales experience, including 3+ years closing complex enterprise deals
- Quota crusher with a history of exceeding $1M+ quotas and closing six-figure deals
- Executive communicator comfortable leading conversations with CROs, CMOs, CFOs, and VPs
- Outbound-capable and confident generating pipeline in new enterprise territories
- Playbook builder who thrives in early-stage or category-defining environments
- AI-curious and energized by helping buyers navigate new categories and emerging technology
Nice to Haves
- Experience selling into Sales, Marketing, or Revenue Operations teams
- Familiarity with MEDDPICC, Challenger, or similar enterprise sales methodologies
- Experience running POCs or pilot-driven enterprise sales cycles
Compensation
$240,000—$300,000 USD
Benefits
- Competitive Early-Stage Equity
- Health, Dental, Vision Coverage
- Unlimited PTO + Recharge Days
- Catered Lunch on Tuesday & Friday, Dinners every day!
- Fully Stocked Kitchen
- Cutting-Edge Tech & Tools
- Annual Off-sites & Monthly Events
- Commuter Benefits
- Cozy Office in NYC
Skills
SaaS SalesMEDDPICCChallengerPoc ManagementOutbound ProspectingAccount PlanningRoi SellingAi SolutionsGo-to-Market StrategyPipeline Generation
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