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 realizatio