Strategic Federal Account Executive, Public Sector (DIB) at Gleanwork

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 company’s 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 Jain’s 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: 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. We need someone who is scrappy, creative, and comfortable selling ahead of certifications — designing viable paths to value and deployment in a pre‑FedRAMP world while influencing our longer‑term public sector strategy. 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