The Role
Drive partner strategy and execution in Southern California to source and influence pipeline. Recruit, activate, and grow SI/VAR and strategic partners; build joint GTM plans, co-selling motions, and repeatable plays. Align partners with field territories, educate sales teams, and coordinate cross-functionally on deal registration, contracts, MDF, and reporting to deliver measurable partner-driven revenue.
Summary Generated by Built In
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 seeking a Partner Sales Manager to build and manage strategic partners to expand Glean’s customer reach in the West Region. This individual will be closely aligned to multiple sales segment teams and be responsible for building and executing the partner strategy to drive meaningful revenue impact—in a hands-on, results-oriented role.
You will:
- Build and maintain executive and working-level relationships across key partnerships and the Glean sales teams that translate into measurable sourced and influenced pipeline growth
- Educate and coach the Glean Sales teams on the “why” and the “how” of scaling our revenue growth with the Partner Ecosystem
- Define and operationalize co-selling and co-delivery motions that are aligned with Glean’s field priorities and designed to scale with the right partners.
- Build repeatable plays for sourcing new opportunities, including campaigns, events, account mapping, and outbound motions, and maintain clear visibility into partner-sourced and partner-influenced pipeline.
- Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes such as deal registration, approvals, contracts, MDF and reporting.
- Embed with the sales organization by aligning partners to territories, participating in key deal reviews and account planning, and ensuring partners feel like an extension of the Glean field teams.
About you:
- Outcome- and revenue-oriented partner leader who thinks like a GM/business owner, not just a relationship manager, and is comfortable being accountable for partner-driven pipeline and bookings.
- Proven experience in channel, alliances, partner management, or business development roles in B2B SaaS.
- Demonstrated success recruiting, activating, and growing SI/VAR or similar partners, not just managing inherited relationships.
- Track record of building and executing joint GTM and business plans that result in partner-sourced or partner-influenced revenue.
- Proactive partner recruiter and builder who actively sources, qualifies, and tells a compelling story for why partners should invest in a Glean partnership.
- Strategic and pragmatic operator who can design smart plans and is equally comfortable rolling up their sleeves to execute.
- Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays.
- Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs.
- Background in search, AI, productivity, or enterprise SaaS is required.
- Familiarity with modern sales and partner tooling, including CRM, PRM, and reporting/BI tools, and comfort navigating evolving tech stacks.
- Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs, as needed.
Location:
- This role is remote (must be based in Southern California)
Compensation & Benefits:
The standard OTE range for this position is $230,000 - $300,000 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 offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.
We’re committed to building and sustaining a diverse, inclusive workplace. We strive to attract and retain people with a wide range of backgrounds, experiences, and perspectives, and we do not discriminate on the basis of gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
#LI-REMOTE
AI-First Mindset at Glean:
At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.
Global Data Privacy Notice for Job Candidates and Applicants:
Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement.
By clicking “Submit Application,” I confirm that I have read the Global Data Privacy Notice and the Applicant Arbitration Agreement, and I agree to the terms.
Skills Required
- Outcome- and revenue-oriented partner leader, accountable for partner-driven pipeline and bookings.
- Proven experience in channel, alliances, partner management, or business development in B2B SaaS.
- Demonstrated success recruiting, activating, and growing SI/VAR or similar partners.
- Track record building and executing joint GTM and business plans that drive partner-sourced or partner-influenced revenue.
- Proactive partner recruiter who actively sources and qualifies partners.
- Experience designing and operationalizing co-selling and co-delivery motions and repeatable sourcing plays.
- Strong collaboration with sales leaders and field reps; aligns partners to territories and participates in account planning.
- Excellent communication, executive presentation, negotiation, and coaching skills for partner sellers and SEs.
- Background in search, AI, productivity, or enterprise SaaS.
- Familiarity with CRM, PRM, and reporting/BI tools and modern partner/sales tooling.
- Able to travel periodically to partners, key accounts, and internal events (SKOs, GKOs).
- Must be based in Southern California (remote within region).
- Complete a brief AI-focused exercise or discussion as part of the interview process.
Glean Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Glean and has not been reviewed or approved by Glean.
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Healthcare Strength — Healthcare coverage includes employer-provided medical, dental, and vision across U.S. roles. Descriptions of benefits and third‑party listings characterize core health offerings as solid.
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Equity Value & Accessibility — Equity is widely offered via stock options and highlighted as a core part of total rewards. Engineering packages are portrayed as particularly competitive when equity value is considered.
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Leave & Time Off Breadth — Time off includes flexible PTO and a company‑wide winter break. Parental leave is described as generous in public listings, though specifics are not consistently published.
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The Company
What We Do
Glean searches across all your company’s apps to help you find exactly what you need and discover the things you should know. 🔍 AI-powered workplace search. 💡 Personalized results and knowledge discovery. ⚡ Easy to use, ready to go— right out of the box.
