Corporate Install-Base Sales Leader

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 looking for an energetic, customer-obsessed, and commercially sharp “capital “L” sales Leader to stand up and scale our newly-formed Install-base Corporate AE team in Nashville. This is a high-impact, ground-floor leadership role: you'll build the dedicated team responsible for retention and expansion across our $XXM Corporate install-base, helping our customers harness the transformative potential of Glean as they scale their AI-native operations. You'll lead a team of Account Executives who serve as trusted strategic advisors to their portfolios - growing revenue through consultative upsell, deepening adoption, and ensuring every customer realizes maximum value from Glean. Working closely with Customer Success, AIOM, Deployment, Product, and Marketing, your team will identify expansion opportunities, mitigate retention risks, and turn customer outcomes into customer growth. You will own that team, the playbook, and the outcomes - and you'll report directly to the VP of Sales Development & Commercial as a foundational member of the Corporate Sales Leadership Team. You will: Lead the Installbase AE team. Recruit, coach, and develop a team of 6 fully-ramped Corporate Installbase AEs who own the full post-sale commercial cycle - renewal, upsell, and cross-sell - across their portfolios. Own the renewal and expansion number. Deliver against Gross Dollar Retention (GDR), Growth ARR (GAR), and Annual Total Renewable (ATR) targets across the Corporate installbase. Partner closely with the Corporate New-Logo leadership team to ensure a seamless handoff at close. Build the installbase playbook from the ground up. Define the operating motion for strategic account planning, QBRs and health checks, white-space mapping, usage-telemetry-driven expansion plays, and commercial renewal negotiation - including pricing, paper, legal, and security. Drive proactive retention. Coach the team to identify and mitigate retention risks early, maintaining high customer satisfaction while protecting the base as it grows. Unlock new use cases. Equip your AEs to partner with customers on identifying new use cases and surfaces to expand Glean's footprint - turning adoption and value realization into expansion opportunities. Drive multi-threading and executive selling. Coach reps to convert user-level champions into budget owners and to run renewal-and-expansion conversations at the CFO/CIO altitude. Run a tight operating cadence. Forecasting, pipeline reviews, deal inspection, MEDDPICC discipline, and crisp paper process on every renewal. Shorten the gap between adoption signal and commercial outcome. Partner cross-functionally. Work hand-in-hand with AIOM, Deployment, Customer Success, RevOps, Marketing, and Product to fix imperfectly-deployed accounts, accelerate value realization, and turn under-deployed customers into expansion opportunities. Serve as the voice of the customer. Synthesize feedback from your team's accounts and convey market needs back to Product, Deployment, and GTM leadership to inform the roadmap and the broader installbase strategy. Hire ahead of the curve. Calibrate sourcing with Recruiting on a profile that is distinct from the standard Corporate AE - sellers with real renewal + expansion quota-carrying experience, commercial negotiation muscle, and AI fluency. Set the cultural bar. Embody Glean's six Sales Team Core Behaviors - Passion for Sales, Grit, Coachability, Growth Orientation, Process Focus, and Driven to Win - and hold the team to that standard. GDR improvement versus the FY26 baseline. Grow ARR uplift from the Corporate installbase. Time returned to greenfield AEs — measurably less post-sales drag on the New Logo team. Build best-in-class operating motion with clear ownership, sharp inspection, and consistent renewal and expansion execution. Build a high-performing, low-attrition team that becomes a destination seat in Corporate Sales and a feeder to future leadership roles. About you: 5+ years of B2B SaaS sales experience, including 2+ years leading a quota-carrying team focused on renewals, expansion, account management, or installbase growth. Proven track record of consistently exceeding both retention (GDR/NRR) and expansion (GAR/NRR) targets on an existing-customer book. Strong combination of consultative sales acumen and relationship management skills - you've grown accounts through strategic upsell while maintaining high retention rates. Hands-on experience leading commercial renewal negotiations end-to-end - pricing, paper, legal, and security - at the SaaS Corporate or Commercial segment. Demonstrated ability to coach reps on multi-threading across Champion, Economic Buyer, and Procurement, and on executive engagement at the CFO/CIO level. Strong command of value-based selling and sales methodologies (MEDDPICC, Command of the Message, Challenger, or similar). Operational rigor: you run tight forecasts, inspect deals at the right altitude, and turn data (usage telemetry, adoption signals, account health) into commercial action. Demonstrable AI fluency - repeatable workflows where you use AI to make yourself and your team faster and smarter. This is a first-class hiring dimension at Glean. A builder's mentality: you're energized by standing things up, not just running what already exists. Coachable, growth-oriented, and gritty. You internalize feedback, take ownership, and see "natural talent" as just the starting point. A "player-coach" disposition - you're as comfortable in a customer conversation as you are in a 1:1. Bachelor's degree or equivalent experience. Nice to Have: Experience scaling an installbase or growth AE team from the ground up at a high-growth SaaS company. Background managing accounts with average deal sizes in the $50K–$500k range. Familiarity with AI, search, or data infrastructure products. Location: This role is hybrid (4 days a week in our Nashvile office) Relocation support is available for the right candidate. Compensation & Benefits: The standard on target earnings for this position is $235,000 - $295,000 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-HYBRID 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. 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