Business Development Representative

Palo Alto, CA, United States

About Glean

We're on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.

We're building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company's knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.

Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We're a diverse team of curious and creative people who want to help each other get big things done-so we can help other teams do the same.

We're backed by some of the Valley's leading venture capitalists-including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst-and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.

Role

As a Business Development Representative at Glean, you'll partner closely with our Account Executives to find and engage new prospects that would be a great fit for Glean. Your goal will be to generate qualified sales opportunities that will contribute to the company's revenue growth. We'll provide you with the tools, training, mentorship, and leadership needed to engage effectively with prospective clients, uncover their unique challenges, and convey how Glean can help solve them. Join us in our mission to bring people the knowledge they need to make a difference in the world, and be at the forefront of transforming the way businesses operate.

What you will do and achieve:

Generate new business pipeline primarily through prospecting outbound opportunities

Partner with Account Executives to identify and source net new pipeline and assist by researching lines of business and personas

Identify key decision makers within new large enterprise and strategic accounts

Gain interest from prospective customers through channels such as outbound cold calling and emails to break into net new logos in assigned territory

Run your own qualification calls with potential clients, helping to guide them through the first part of the evaluation process

Demonstrate attentive listening skills when understanding customer requirements and articulate how Glean can meet those needs better than other solutions

Consistently meet established quota targets that will contribute to the company's revenue growth

Work with the Marketing team to provide feedback on MQLs and campaigns

Represent Glean at strategic marketing events and trade shows

Develop critical sales skills, such as leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritization and time management, and more

Minimum REQUIRED Knowledge, Skills, and Abilities: Bachelor's degree from a four-year university

Team-centric mindset and demonstrated ability to work well in a collaborative environment

Excellent time management skills and ability to juggle multiple priorities

Strong communication skills and ability to identify potential customer opportunities

A love for making an impact and working with a team to hit key goals and metrics

Passion and curiosity around technology with an excitement to comprehend and articulate value points to customers

The desire to work in a fast-paced, "do what it takes" startup culture!

Preferred Experience: 6+ months of experience in business development, sales, or related quota-carrying role with a proven, consistent track record of exceeding goals

Startup and SaaS experience is a plus!

Experience in engaging with customers and ability to resolve challenges effectively

Proven track record of success in a performance-driven role focused on exceeding specific metrics (i.e. carrying a quota)

Proficiency with Salesforce and other sales enablement tools (i.e. Outreach, Sales Navigator)

Benefits Competitive compensation

Medical, Vision and Dental coverage

Flexible work environment and time-off policy

401k

Company events

A home office improvement stipend when you first join

Annual education stipend

Wellness stipend

Healthy lunches and dinners provided daily

The standard OTE range for this position is $70,000 - $80,000 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 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.

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