Commercial Account Executive, Japan at Glean

<div class="content-intro"><div><span style="font-family: helvetica, arial, sans-serif; color: rgb(0, 0, 0); font-size: 12pt;"><strong>About Glean:</strong></span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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.</span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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.</span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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.</span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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.</span></div></div><div>&nbsp;</div> <div><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><strong>About the Role:</strong></span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Glean is seeking a Commercial Account Executive who will drive new business and growth within Commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling messaging, and champion-building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the Japan region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI.</span><br><br></div> <div><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><strong>You will:</strong></span></div> <div> <ul> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Source and close net new logos within a given territory in your book of business</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Have a proven track record of overachieving your targets</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Respond to inbound leads, including demo requests and event followups</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Have the ability to navigate organizational structures and identify sponsors and champions</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Sales methodologies such as MEDDPICC and Command the message preferable&nbsp;</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Collaborate with internal partners to move deals forward and ensure customer success&nbsp;</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">You will consistently deliver ARR revenue targets and drive success through a metric-based approach</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Provide timely and insightful input to other corporate functions</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Create ROI and business justification reports based on a data-driven approach</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Run tight POCs based on business success criteria</span></li> </ul> </div> <div><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><strong>About you:</strong></span></div> <div> <ul> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">3+ years of closing experience with direct field sales experience selling enterprise cloud software (SaaS) to companies.</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Commercial / Mid Market / Corporate segment selling experience is a MUST</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast-growing and changing environment</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Have clear examples of closing complex deals and selling into complex organizations</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Previous experience building relationships and selling face-to-face to senior leaders.</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">Experience selling technical SaaS and cloud-based software solutions</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">You have previous experience working with multiple teammates, including SEs, BDRs, PMs, Executives &amp; Engineers</span></li> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">This is a remote position; you will be based in Japan and know the regional market, including its cultural nuances and business practices.</span></li> </ul> <div><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><strong>Location:</strong></span></div> <div> <ul> <li style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">This role is remote (must be located in Japan)</span></li> </ul> </div> <p><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><span style="color: rgb(0, 0, 0);"><strong>Compensation and Benefits: </strong></span></span></p> <p><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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.</span></p> <p><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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.</span></p> </div> <div><span style="font-size: 12pt; color: rgb(0, 0, 0); font-family: helvetica, arial, sans-serif;">#LI-REMOTE</span></div><div class="content-conclusion"><div>&nbsp;</div> <div><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><strong>AI-First Mindset at Glean:</strong></span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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. <strong>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. </strong>Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.</span></div> <div>&nbsp;</div> <div><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><strong>Global Data Privacy Notice for Job Candidates and Applicants:</strong></span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;">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 <a href="https://www.glean.com/privacy"><strong>Privacy Policy</strong></a>. 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 <a href="https://www.glean.com/arbitrationagreement"><strong>Applicant Arbitration Agreement</strong></a>.</span></div> <div><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><br>By clicking “Submit Application,” I confirm that I have read the Global Data Privacy Notice and the <a href="https://www.glean.com/arbitrationagreement"><strong>Applicant Arbitration Agreement</strong></a>, and I agree to the terms.&nbsp;&nbsp;</span></div></div>