The Role
Drive net-new enterprise deals in Japan by developing territory strategies, researching accounts, building executive relationships, running value-driven sales cycles and POCs, collaborating cross-functionally, and consistently exceeding ARR targets.
Summary Generated by Built In
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.
#LI-REMOTE
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.
Global Data Privacy Notice for Job Candidates and Applicants:
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 Privacy Policy. 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 Applicant Arbitration Agreement.
By clicking “Submit Application,” I confirm that I have read the Global Data Privacy Notice and the Applicant Arbitration Agreement, and I agree to the terms.
Skills Required
- 10+ years of closing experience in Sales
- Proven track record as a top performer in SaaS sales
- Ability to learn, pitch and demonstrate a highly technical product
- Clear examples of closing complex deals and selling into complex organisations
- Ability to build out a new territory using a repeatable method
- Experience building relationships and selling face-to-face to C-level executives
- Knowledge of integrations, APIs, infrastructure management, security and analytics
- Experience selling technical SaaS and cloud-based software solutions
- Experience working with SEs, BDRs, PMs, Executives and Engineers
- Proven ability to source and close net-new logos and over-deliver ARR revenue targets
- Ability to run tight POCs based on business success criteria and create ROI reports
- Must be based in Japan (remote role requires Japan-based location)
Glean Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Glean and has not been reviewed or approved by Glean.
-
Healthcare Strength — Healthcare coverage includes employer-provided medical, dental, and vision across U.S. roles. Descriptions of benefits and third‑party listings characterize core health offerings as solid.
-
Equity Value & Accessibility — Equity is widely offered via stock options and highlighted as a core part of total rewards. Engineering packages are portrayed as particularly competitive when equity value is considered.
-
Leave & Time Off Breadth — Time off includes flexible PTO and a company‑wide winter break. Parental leave is described as generous in public listings, though specifics are not consistently published.
Glean Insights
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Glean searches across all your company’s apps to help you find exactly what you need and discover the things you should know. 🔍 AI-powered workplace search. 💡 Personalized results and knowledge discovery. ⚡ Easy to use, ready to go— right out of the box.
.png)
