Strategic Account Executive, Japan

Glean Work is hiring a Strategic Account Executive, Japan in Tokyo, Japan. Level rates it ; you can apply on Glean Work.

Level's read on this job

On Level's scale, this sales role is Works on AI ●●●○: the daily work is on AI products, without building the model.
The posting mentions Microsoft Teams, Zoom and ServiceNow among its tools and skills.
Level classes it as a senior role.
Glean Work has 130 other open roles on Level.

AI in this role

Strategic Account Executive driving enterprise growth and new business for an AI-powered work platform in Japan.

microsoft-teamszoomservicenowzendeskgithub

ai-agentsenterprise-salesaccount-managementb2b-salessaas

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 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 address customer pain points and priority business outcomes. You will have the opportunity to build a territory in the Japan market and play a key role in shaping Glean’s presence among industry-leading organisations 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 the ability to navigate complex organisational structures and identify executive sponsors and champions
Research and understand the business objectives of your customers and have the ability to run 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

About you:

10+ years of closing experience in Sales, with a track record of being a top performer in SaaS sales
Ability to learn, pitch and demonstrate a highly technical product, and adapt in a fast-growing and changing environment
Have clear examples of closing complex deals and selling into complex organisations
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-in-class software and a technical understanding of integrations, APIs, infrastructure management, security and analytics
Experience selling technical SaaS and cloud-based software solutions
Previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives and Engineers

Location:

This role is remote (must be based in Japan)

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. #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

Strategic Account Executive, Japan at Glean Work rates 60 out of 100 for how much of the daily work is AI. That makes it Works on AI (AI Level 3 of 4). The level is about AI in the job, not seniority.

Classification

Works on AI. The daily work is on AI products, without building the model.

●●●● 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.

Key facts

Strategic Account Executive, Japan is an open job at Glean Work.
Level rates this role AI Level 3 of 4: Works on AI.
The role is based in Tokyo, Japan.
The job was posted on August 12, 2026.
Seniority: senior.
Applications are handled by Glean Work. Apply on Glean Work

Prepare for this job

Built from this posting and from similar jobs on Level.

Skills and AI tools this role asks for

AI agentsEnterprise SalesAccount ManagementB2b SalesSaasMicrosoft TeamsZoomServiceNow

Also common in sales jobs at this level

Generative AI AWS Machine learning Google Cloud Azure Python

Pay

Typical sales job: $140k

This posting doesn't list pay. Use the typical sales figure when pay comes up. See sales jobs

Questions you could be asked

How do you decide when an AI agent can act on its own versus asking for approval first?
Tell me about a project where enterprise sales was part of your work. What did you do?
Tell me about a project where account management was part of your work. What did you do?
Tell me about a project where b2b sales was part of your work. What did you do?
Tell me about a project where saas was part of your work. What did you do?

Adapt your resume

List these exact terms on your resume: AI agents, Enterprise Sales, Account Management, B2b Sales, and Saas. An applicant tracking system matches the wording, not the idea.
Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.
Show where AI is part of your daily process, not a one-off project. This role expects it to be a running habit.

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