Business Development Representative

Intro

• 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.
• 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.
• Generate new business pipeline primarily through outbound prospecting into the EMEA market.
• 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 corporate 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
• Develop critical sales skills, such as leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritization and time management, and more
• 1–3 years of experience, preferably in outbound SDR/prospecting roles
• 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
• 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
• 1 to 3 years of experience in outbound prospecting and cold outreach with a proven, consistent track record of exceeding goals
• Startup and SaaS experience
• 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., Apollo, Sales Navigator)
• This role is hybrid (3 days a week in our Bangalore office)