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Glean · 1 day ago

Strategic Federal Account Executive, Public Sector (DIB)

United States

Full-time

Remote

Senior Level, Lead/Staff

$300K/yr - $360K/yr

8+ years exp

Glean is the Work AI platform that helps organizations work smarter with AI. They are seeking a Federal Account Executive to lead their Public Sector defense industrial base business, focusing on high-value accounts and closing complex SaaS and AI deals.

Agentic AIArtificial Intelligence (AI)Enterprise SoftwareGenerative AIMachine LearningSearch Engine

Work & Life Balance

No H1B

U.S. Citizen Only

Responsibilities

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

Qualification

Enterprise SaaS salesFederal agency salesDefense Industrial Base experienceNavigating federal procurementSales Engineering collaborationCloud platform experienceSearchKnowledge managementU.S. security clearanceRelationship building

Required

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