Mid-Market Account Executive, Central

Glean Work is hiring a Mid-Market Account Executive, Central for a remote role open to applicants in United States. It pays $180k-$240k a year and Level rates it ; you can apply on Glean Work.

Level's read on this job

On Level's scale, this sales role is Little AI ●○○○: aI is not part of the work.
The listed pay starts 29% above the typical sales posting on Level.
The posting lists this role as remote.
Tools and skills the posting cites include AI agents.
Level lists 130 other open roles at Glean Work.

AI in this role

ai-agents

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. You'll be 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 Commercial Account Executive who will drive new business and growth within commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling 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 west 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 in your book of business
Have a proven track record of overachieving your targets
Respond to inbound leads, including demo requests and event followups
Have the ability to navigate organizational structures and identify sponsors and champions
Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
Sales methodologies such as MEDDPICC and Command the message preferable
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 to other corporate functions
Create ROI and business justification reports based on a data-driven approach
Run tight POCs based on business success criteria

About you:

3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies.
Commercial / Mid Market / Corporate segment selling experience is a MUST
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 senior leaders.
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
You have previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives & Engineers

Location:

This role is remote (must be based in a central state)

Compensation and Benefits: The standard OTE range for this position is $180,000 - $240,000 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’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. #LI-REMOTE 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. Global Data Privacy Notice for Job Candidates and Applicants: Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement.
By clicking “Submit Application,” I confirm that I have read the Global Data Privacy Notice and the Applicant Arbitration Agreement, and I agree to the terms.

How we rate this

Mid-Market Account Executive, Central at Glean Work rates 16 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.

Classification

Little AI. AI is not part of the work.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.