Strategic Federal Account Executive, Civilian at Gleanwork

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: We’re 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 mission‑critical systems for U.S. Federal agencies. This is a strategic, full‑cycle enterprise sales role. You will own a focused set of high‑value accounts, build the DIB/federal‑adjacent motion, and close complex, multi‑stakeholder SaaS and AI deals. Glean is actively working toward FedRAMP, but we are not yet FedRAMP‑authorized. You will: • Own and grow a strategic territory across defense industrial base accounts and select federal‑adjacent opportunities. • Build the go‑to‑market plan for your territory: target account list, use‑case focus, partner strategy, and coverage model. • Run full‑cycle, complex SaaS deals: discovery, value hypothesis, multithreading, business case, procurement navigation, and negotiation. • Sell effectively without FedRAMP in place by: Educating prospects on Glean’s security posture and deployment options; Identifying initial land paths (e.g., lower‑impact data, non‑FedRAMP workloads, customer‑hosted or private deployments); Partnering with security, legal, and procurement teams to structure acceptable pilots and production rollouts. • Orchestrate cross‑functional 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 quota‑carrying 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, multi‑stakeholder, multi‑year 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 late‑stage 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, intel‑adjacent 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, D.C. area 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