Commercial Account Executive, UK/CEE in London

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.

About the Role: Glean is seeking a Commercial Account Executive to 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 EMEA region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.

• Source and close net new logos within a given territory in your book of business
• Respond to inbound leads, including demo requests and event follow-ups
• 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-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, 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 to EMEA 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 software 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
• This is a remote position, you will be based in the UK and know the UKI and CEE (Poland, Russia, Greece), including its cultural nuances and business practices.

Location: This role is remote (must be located in London)

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 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.

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.