Strategic Federal Account Executive, Public Sector (DIB)

Washington DC, WA - USA

Yearly Salary: $ 300000 - 360000

Posted on: 30+ days ago

Vacancies: 1 Vacancy

Job Summary

About Glean:

Founded in 2019 Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find organize and share information across their teams. By integrating seamlessly with tools like Google Drive Slack and Microsoft Teams Glean ensures employees can access the right knowledge at the right time boosting productivity and collaboration. The companys cutting-edge AI technology simplifies knowledge discovery making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jains deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then Glean has evolved into the leading Work AI platform combining enterprise-grade search an AI assistant and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

About the Role:

Were hiring a Federal Account Executive to lead our Public Sector defense industrial base (DIB) business focusing on defense primes key integrators and contractors building and operating missioncritical systems for U.S. Federal agencies.

This is a strategic fullcycle enterprise sales role. You will own a focused set of highvalue accounts build the DIB/federaladjacent motion and close complex multistakeholder SaaS and AI deals.

Glean is actively working toward FedRAMP but we are not yet FedRAMPauthorized. We need someone who is scrappy creative and comfortable selling ahead of certifications designing viable paths to value and deployment in a preFedRAMP world while influencing our longerterm public sector strategy.

You will:

Own and grow a strategic territory across defense industrial base accounts and select federaladjacent opportunities.
Build the gotomarket plan for your territory: target account list usecase focus partner strategy and coverage model.
Run fullcycle complex SaaS deals: discovery value hypothesis multithreading business case procurement navigation and negotiation.
Sell effectively without FedRAMP in place by:Educating prospects on Gleans security posture and deployment options;Identifying initial land paths (e.g. lowerimpact data nonFedRAMP workloads customerhosted or private deployments);Partnering with security legal and procurement teams to structure acceptable pilots and production rollouts.
Orchestrate crossfunctional deal teams Solutions Engineering Customer Success Product/Security executives and partners to move strategic pursuits forward.
Generate and manage pipeline with rigor through outbound prospecting events partner motions and expansion within existing accounts.
Act as the voice of the field for public sector feeding requirements and patterns back into product security and compliance roadmaps.
Land and grow lighthouse wins that can become references and case studies in the DIB and broader federal market.

About you:

8 years of quotacarrying enterprise SaaS sales experience.
6 years selling into U.S. Federal agencies and/or Defense Industrial Base accounts or highly comparable experience at primes SIers or major cloud/security vendors.
Consistently met or exceeded quota in roles with large ACV multistakeholder multiyear deals.
Navigated federal procurement and security reviews (e.g. ATO processes vendor risk assessments security questionnaires).
Worked closely with Sales Engineering and Product/Security to address technical and compliance requirements in latestage cycles.
Direct experience selling into defense primes major integrators or key DIB contractors.
Background at a cloud data security or AI platform vendor.
Existing relationships across DoD inteladjacent agencies and DIB leadership.
Experience with search knowledge management LLMs/AI assistants or collaboration products.
Active or prior U.S. security clearance (not required).

Location:

This role is remote
Candidates are required to reside in the Washington DC area

Compensation & Benefits:

The standard on target earnings for this position is $300000 - $360000 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 youll 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. Were 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

Required Experience:

About Glean:Founded in 2019 Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find organize and share information across their teams. By integrating seamlessly with tools like Google Drive Slack and Microsoft Teams Glean ensures employees can acce...

About Glean:

About the Role:

This is a strategic fullcycle enterprise sales role. You will own a focused set of highvalue accounts build the DIB/federaladjacent motion and close complex multistakeholder SaaS and AI deals.

You will:

Own and grow a strategic territory across defense industrial base accounts and select federaladjacent opportunities.
Build the gotomarket plan for your territory: target account list usecase focus partner strategy and coverage model.
Run fullcycle complex SaaS deals: discovery value hypothesis multithreading business case procurement navigation and negotiation.
Sell effectively without FedRAMP in place by:Educating prospects on Gleans security posture and deployment options;Identifying initial land paths (e.g. lowerimpact data nonFedRAMP workloads customerhosted or private deployments);Partnering with security legal and procurement teams to structure acceptable pilots and production rollouts.
Orchestrate crossfunctional deal teams Solutions Engineering Customer Success Product/Security executives and partners to move strategic pursuits forward.
Generate and manage pipeline with rigor through outbound prospecting events partner motions and expansion within existing accounts.
Act as the voice of the field for public sector feeding requirements and patterns back into product security and compliance roadmaps.
Land and grow lighthouse wins that can become references and case studies in the DIB and broader federal market.

About you:

8 years of quotacarrying enterprise SaaS sales experience.
6 years selling into U.S. Federal agencies and/or Defense Industrial Base accounts or highly comparable experience at primes SIers or major cloud/security vendors.
Consistently met or exceeded quota in roles with large ACV multistakeholder multiyear deals.
Navigated federal procurement and security reviews (e.g. ATO processes vendor risk assessments security questionnaires).
Worked closely with Sales Engineering and Product/Security to address technical and compliance requirements in latestage cycles.
Direct experience selling into defense primes major integrators or key DIB contractors.
Background at a cloud data security or AI platform vendor.
Existing relationships across DoD inteladjacent agencies and DIB leadership.
Experience with search knowledge management LLMs/AI assistants or collaboration products.
Active or prior U.S. security clearance (not required).

Location:

This role is remote
Candidates are required to reside in the Washington DC area

Compensation & Benefits:

#LI-REMOTE

Required Experience:

Key Skills

Special Events
Blog Posts
Account Executives
Fact Sheets
Press Releases
Account Management
Twitter
Client Relationships
SEO
Content Marketing
Client Meetings
Facebook
ROI
Client Contact
Client Service

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About Company

Glean

Glean was created to deliver healthy and fresh foods - made directly from fruits and vegetables - into your hands! Sweet Potato Flour & Pumpkin Flour now available. Our team is made up of a handful of passionate people who have worked in food and agriculture most of their careers - ... View more

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