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: As a SLED (State, Local, and Education) Account Executive at Glean, you will be responsible for driving sales within the state, local government, and education sectors. This role requires a strategic thinker with a proven track record in public sector sales, able to establish and grow relationships with key stakeholders. Glean is committed to FedRAMP, but we are not yet FedRAMP‑authorized. You will:
Develop and execute a comprehensive sales strategy targeting state, local government, and educational institutions.
Identify and prospect new business opportunities within the SLED market.
Build and maintain strong relationships with key decision-makers and influencers in the public sector.
Present Glean's solutions effectively and tailor presentations to the specific needs of each client.
Collaborate with cross-functional teams, including marketing, product management, and customer success, to ensure alignment and support for sales initiatives.
Conduct regular performance reviews and provide ongoing feedback and development opportunities for team members.
Manage the sales process from prospecting to closing deals, ensuring a high level of customer satisfaction.
Maintain a strong understanding of Glean’s products and services, and effectively communicate their value to potential customers.
Analyze sales data and market trends to identify opportunities for improvement and growth.
About you:
6+ years of closing experience with a focus on the public sector, specifically in state, local, and education markets.
Proven track record of success in achieving and exceeding sales targets.
Strong leadership and communication skills, with the ability to build and maintain relationships with key stakeholders.
Experience selling at a startup or in a similar fast-paced environment is preferred.
Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
A growth mindset and a passion for continuous improvement and learning.
Location:
This role is remote (ideally based from the East Coast to Northern Midwest).
Compensation & Benefits: The standard on target earnings for this position is $300,000 - $360,000 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 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. #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.
This is a remote role. Applicants must be located in: United States.
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Location
Only applicants located in United States can be paid for this role. Platforms usually verify where you are, so apply only if you are based there.
Credentials
The listing asks for 6+ years of experience. Put it in the first line of your profile: reviewers screen for it before anything else.
How to stand out for sales teams
Mirror the job's own wording in your CV: reviewers and screening tools look for the skills listed above.
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Generate Discovery Questions Based on Persona
I have a discovery call with a [[Prospect Job Title]]. My product helps with [[problem area]]. Based on their role, generate 7 insightful, open-ended discovery questions that will uncover their pains and priorities related to [[p…
Act as a seasoned sales coach. My prospect just told me, "[[Prospect's Objection]]". Give me three different ways to respond, using the "Acknowledge, Reframe, Explore" framework. For each response, explain the strategy behind it.…
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