Sales Development Representative

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:

As a Sales 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 prospecting and cold outreach with a