Strategic Account Executive, Japan

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 - 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.

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.

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