Glean

Corporate Install-Base Sales Leader

Nashville, TN · Exec

Sponsorship not specifiedDetected 54 days ago

GitLLMsAgentic AISalesAccount ManagementNegotiationForecastingProcurementCustomer SuccessZendeskLeadershipMicrosoft Teams

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.
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.
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.

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.
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.
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.
Build the installbase playbook from the ground up.
Drive proactive retention. Coach the team to identify and mitigate retention risks early, maintaining high customer satisfaction while protecting the base as it grows.
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.
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.
Lead the Installbase AE team.

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.
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.
Demonstrated ability to coach reps on multi-threading across Champion, Economic Buyer, and Procurement, and on executive engagement at the CFO/CIO level.

Deliver against Gross Dollar Retention (GDR), Growth ARR (GAR), and Annual Total Renewable (ATR) targets across the Corporate installbase.

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.
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.

This listing is sourced directly from Glean's careers page and normalized into a canonical job model.