Glean

Sales

• Lead, coach, and mentor a team of sales representatives to achieve individual and team sales goals.
• Develop and implement effective sales strategies to drive revenue growth.
• Manage the sales process from prospecting to closing deals, ensuring a high level of customer satisfaction.
• Conduct regular performance reviews and provide ongoing feedback and development opportunities for team members.
• Collaborate with cross-functional teams, including marketing, product, and customer success, to ensure alignment and support for sales initiatives.
• Analyze sales data and market trends to identify opportunities for improvement and growth.
• Maintain a strong understanding of Glean’s products and services, and effectively communicate their value to potential customers.

Commercial Sales Manager, Central

Solutions Engineer

• Partner with Account Executives to navigate complex, multi-stakeholder deal cycles with C-level executives
• Create and demo custom environments based off of customer industry and line of business
• Run and manage a technical POC cycle
• Perform customer facing activities including technical discovery calls
• Lead security based conversations to make customers comfortable with Glean’s security posture
• Work cross functionally with product and engineering to deliver customer request and be a voice of the customer
• Develop ROI and business justification reports and presentations

Solutions Engineer – Strategic

Solutions Engineer – Enterprise

Account Executive

• Source and close net new logos within a given territory
• Navigate complex organizational structures and identify executive sponsors and champions
• Research and understand customer business objectives 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 and deliver repeatable, 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
• Build a territory in the Rockies region and shape Glean’s presence among industry-leading organizations

Strategic Account Executive

• Glean is an AI-powered knowledge management platform that helps organizations find, organize, and share information across tools like Google Drive, Slack, and Microsoft Teams.
• Lead a team of solutions engineers, providing mentorship, guidance, coaching, and ongoing support.
• Serve as the territory/segment primary technical advisor (CTO of every customer relationship).
• Drive and improve pre-sales engagements: technical discovery, custom product demonstrations, use case workshops, and pilots.
• Drive customer adoption, growth, and business value of Glean’s Work AI platform.
• Connect to new data sources including custom integrations.
• Leverage sales methodologies like Command of the Message and MEDDPICC for discovery, scoping, and value delivery.
• Identify opportunities for expansion within customer install bases.
• Collaborate cross-functionally with sales, services, Product Management, Engineering, and Customer Support.
• Troubleshoot, prioritize, and escalate issues for assigned customers.
• Be an active member of the Glean customer technical community.

Commercial Sales Manager, Central

Solutions Engineer – Strategic

Solutions Engineer – Enterprise

Strategic Account Executive

Solutions Engineering Manager