Head of Sales

Summary

Join Glean as the Head of Americas Sales and lead all sales management and account executive teams across the U.S. Set the strategic direction for sales, driving substantial bookings growth and scaling high-performing teams. Build a best-in-class sales culture, implement region-specific strategies, and optimize sales processes. Develop and manage sales KPIs, collaborate cross-functionally, and foster an inclusive culture. Streamline systems, ensure pipeline and deal quality, and build leadership bench strength. Act as a role model for ethical, skillful, and data-driven leadership.

Requirements

• 10+ years of experience as a front-line enterprise sales manager in SaaS or technology, with additional experience managing managers in multi-team leadership roles
• Proven ability to lead and scale high-performing sales organizations, ideally in enterprise AI or SaaS
• Demonstrated success in meeting or exceeding bookings targets, with a focus on enterprise segments (e.g., $1M+ ACV deals)
• Track record of hiring, coaching, and developing sales leaders and AEs
• Fluency in Salesforce and modern sales tech stacks (e.g., Clari, Gong), with data-driven decision-making skills
• Exceptional communication, collaboration, and cross-functional leadership
• Experience fostering inclusive team cultures and championing DEI initiatives

Responsibilities

• Lead and Inspire Teams : Manage and motivate a team of front-line Sales Managers and AEs, setting ambitious bookings targets and driving consistent over-achievement
• Execute Strategic Growth Plans : Partner with global go-to-market (GTM) leadership to implement region-specific strategies, processes, and systems tailored to enterprise clients, focusing on verticals like technology, finance, and manufacturing
• Optimize Sales Processes : Instill repeatable sales methodologies and training programs to boost rep productivity, addressing the complexity of AI solution sales with usage-based pricing
• Define and Track KPIs : Develop and manage Americas-Specific sales KPIs (e.g., bookings per rep, win rates, Global 2000 penetration), dashboards, and forecasting in Salesforce for transparency and growth tracking
• Collaborate Cross-Functionally : Work closely with Marketing, Product, and Enablement teams to refine GTM motions, ensuring alignment with the market dynamics and AI product innovations
• Foster Inclusive Culture : Model and reinforce a sales culture of respect, integrity, inclusion, and transparency, championing diversity, equity, and inclusion (DEI) initiatives across diverse markets
• Drive Operational Excellence : Identify opportunities to streamline systems, coach managers, and scale operations, reducing sales cycle friction
• Ensure Pipeline and Deal Quality : Implement best practices for pipeline generation, customer engagement, and deal execution, targeting 30% of bookings from Global 2000 clients
• Build Leadership Bench : Hire, mentor, and retain top sales talent, strengthening leadership and AE capabilities through targeted development programs
• Act as a Role Model : Exemplify ethical, skillful, and data-driven leadership, raising the bar for sales excellence across

Preferred Qualifications

• Second-line leadership experience (managing managers) in enterprise AI or SaaS at a high-growth company
• Deep understanding of enterprise markets, including verticals like technology, finance, or electronics, with a track record of Global 2000 wins
• Strong business acumen, analytical skills, and executive presence for engaging C-level stakeholders
• Passion for building scalable systems, experimenting with AI-driven sales tools, and driving continuous improvement

Benefits

• Medical, Vision, and Dental coverage
• Generous time-off policy
• The opportunity to contribute to your 401k plan to support your long-term goals
• Home office improvement stipend
• Annual education and wellness stipends to support your growth and wellbeing
• Healthy lunches daily