Glean

The Partner Development Manager will design and execute the strategy for boutique and regional system integrator partners, focusing on partner recruitment and revenue generation. They will also manage partner relationships and co-marketing initiatives to drive business growth. | Candidates should have over 6 years of experience in channel or partner development within the B2B SaaS sector, with a proven track record in driving partner-sourced revenue. Familiarity with enterprise SaaS go-to-market strategies and the ability to engage with C-level executives are essential. | 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 Senior Partner Development Manager to build and scale our ecosystem of boutique and regional system integrator (RSI) partners across the US. You will own the strategy, portfolio, and day‑to‑day execution for this high‑touch partner segment, driving net‑new logo acquisition, vertical expansion, and meaningful partner‑sourced revenue. You’ll identify and recruit the right partners, build executive alignment and joint business plans, activate their sellers with compelling sales plays and co‑marketing, and stay close to live deals. You’ll also use this partner ecosystem as an agile, high‑touch channel to test new verticals and solution plays and help define where Work AI and Glean can win next. You will: Design and own the US strategy for boutique and small RSI partners, including target partner profiles, portfolio mix, and investment priorities. Build and manage a prioritized partner portfolio and heatmap by region, vertical, and capability—continually refining where Glean should engage, grow, or exit. Source, recruit, and onboard high‑potential boutique/RSI partners aligned to Glean’s ICP, target verticals, and solution focus areas. Run a structured partner evaluation process (fit, customer base, services capabilities, sales motion, executive sponsorship) to ensure we invest where we can win. Establish executive alignment with priority partners through regular QBRs, joint pipeline reviews, and strategic planning sessions. Negotiate and finalize partner terms and operating models in collaboration with Partnerships, Sales, Legal, Finance, and Partner Ops. Build joint business plans with top partners, including sourced revenue and pipeline targets, focus accounts and verticals, and clear owners and actions on both sides. Design and package co‑selling plays and repeatable GTM motions that Glean AEs and partner sellers can run in the field (by industry, function, and cloud/technology stack). Activate and enable partner sellers and SEs with clear messaging, training, and reusable assets (pitch decks, talk tracks, playbooks), and embed alongside them in live deals to drive net‑new meetings and qualified opportunities. Lead co‑marketing and demand‑generation initiatives with high‑potential partners (webinars, roundtables, events, vertical campaigns, case studies) and track their contribution to sourced pipeline. Orchestrate partner‑involved deals end‑to‑end—from first intro through close, renewal, and expansion—removing friction in deal registration, pricing, marketplace/reseller workflows, and compensation alignment. Own partner pipeline hygiene, ensuring opportunities are properly registered, tagged, forecasted, and visible in Salesforce and relevant partner tools. Use the boutique/RSI ecosystem as “listening posts” and experimentation labs for new verticals and solution plays, bringing structured market feedback on product gaps, integrations, and services needs back to Sales, Product, and Marketing. About you: 6+ years of experience in channel/alliances, partner development, or enterprise sales in B2B SaaS, with a strong focus on partner‑sourced revenue and pipeline. Direct experience working with or within boutique / small RSIs or regional SIs in the US market, with a deep understanding of how these partners sell, deliver, and build practices. Proven track record of driving partner‑sourced revenue and pipeline against clear targets, including building and executing joint business plans, co‑selling motions, and co‑marketing programs. Deep familiarity with enterprise SaaS GTM; experience in Work AI, productivity, collaboration, or major cloud ecosystems (e.g., AWS, GCP, Azure) is a plus. Field‑oriented and revenue‑driven operator who has personally driven sourced pipeline and closed deals through partners or directly—not just managed programs. Comfortable working backward from quota and sourced pipeline goals, making clear trade‑offs on where to focus, and holding both Glean and partners accountable to shared outcomes. Strategic and structured thinker who can design a partner strategy and portfolio—not just manage a static list of partners—and translate it into clear, actionable plans. Strong collaborator and communicator with the executive presence to lead C‑level and VP‑level conversations on both the partner and Glean sides. Proven ability to align cross‑functional stakeholders across Sales, Marketing, Product, Legal, Finance, and Partner Ops to unblock deals and scale programs. Builder mindset and comfort operating in a high‑growth, fast‑changing environment with evolving processes, tooling, and playbooks—and a bias toward experimenting, learning, and codifying what works into scalable programs. Ability to travel within the US as needed to meet with partners, customers, and internal teams. Location: This role is remote within the United States. Compensation & Benefits: 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 an 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 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. #LI-REMOTE

Engaging in technical discovery, creating demos, managing POC cycles, and addressing security and integration concerns for enterprise SaaS solutions. | Over 5 years of SaaS solution experience, proficiency in Python or Java, cloud familiarity, and strong communication skills. | 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. You will: • Partner with Account Executives to navigate complex, multi-stakeholder deal cycles with C-level executives • Create and demo custom environments based off of customer industry and line of business • Run and manage a technical POC cycle • Perform customer facing activities including technical discovery calls • Lead security based conversations to make customers comfortable with Glean’s security posture • Work cross functionally with product and engineering to deliver customer request and be a voice of the customer • Develop ROI and business justification reports and presentations About you: • 5+ years of sales engineering or solution consulting experience in a SaaS organization • Bachelor's degree in CS or a related field • Excellent written and verbal communication skills • Highly motivated, driven and self-starting individual • Ability to work in a fast paced, team environment • Clear examples of partnering with AEs to run technical deal cycles with Enterprise customers • A consultative approach with solving your customer’s business challenges and having a track record of successfully overcoming technical and security objections • Familiarity with any cloud environment (GCP, AWS, Azure) • Proficiency in Python or Java • Ability to configure, monitor and maintain API based integrations Location: • This role is remote-based in the Central region of the U.S. Compensation & Benefits: The OTE range for this position is $110,000 - $235,000 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 an 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 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.

Drive new business and growth within large enterprise accounts by developing tailored strategies, navigating complex organizations, closing deals, and collaborating with internal teams to meet ARR targets. | 8+ years of sales closing experience, ability to sell complex technical SaaS solutions, experience with executive-level selling, knowledge of integrations and APIs, and ability to build new territories and relationships. | About Glean: Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence. Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work. About the Role: As a Strategic Account Executive at Glean, you will drive new business and growth within our largest enterprise prospects by developing tailored strategies to break into and expand major accounts. This role demands sophisticated account research, executive-level messaging, and champion-building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the Rockies region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI. You will: Source and close net new logos within a given territory Have the ability to navigate complex organizational structures and identify executive sponsors and champions Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle Collaborate with internal partners to move deals forward and ensure customer success You will consistently deliver ARR revenue targets and drive success through a metric based approach Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings Provide timely and insightful input back to other corporate functions Create ROI and business justification reports based off of a data driven approach Run tight POCs based off of business success criteria About You: 8+ years of closing experience in Sales with a track record of being a top performer Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast growing and changing environment Have clear examples of closing complex deals and selling into complex organizations Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory Previous experience building relationships and selling face to face to C level executives Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics Experience selling technical SaaS and cloud based software solutions Basic understanding of search infrastructure is a plus You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus Location: Candidates are required to reside in the Denver, CO area. This is a remote role. Compensation & Benefits: The standard on target earnings for this position is $300,000 - $360,000 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 an 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 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. #LI-REMOTE

As a SLED Solutions Engineer, you will collaborate with state, local-government, and education customers to demonstrate Glean’s AI-powered search capabilities. You will design and guide tailored technical solutions from initial discovery through successful deployment. | Candidates should have 3-5+ years of sales engineering or solution consulting experience in a SaaS organization focused on the public sector. A Bachelor's degree in Computer Science or a related field is required, along with excellent communication skills and a consultative approach. | About Glean: Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence. Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work. About the role: As a SLED Solutions Engineer, you’ll collaborate with state, local-government, and education customers to show how Glean’s AI-powered search uncovers critical institutional knowledge and streamlines mission-critical workflows. Drawing on deep product mastery and a consultative approach, you’ll design and guide tailored technical solutions from initial discovery through successful deployment. You will: Partner with Account Executives to navigate complex, multi-stakeholder deal cycles with C-level executives Build and maintain strong relationships with key decision makers and influencers in the public sector Create and demo custom environments based off of customer industry and line of business Run and manage a technical POC cycle Perform customer facing activities including technical discovery calls Lead security based conversations to make customers comfortable with Glean’s security posture Work cross functionally with product and engineering to deliver customer request and be a voice of the customer Develop ROI and business justification reports and presentations About you: 3-5+ years of sales engineering or solution consulting experience in a SaaS organization with a focus on the public sector, specifically in the state, Local and educational markets Bachelor's degree in CS or a related field Excellent written and verbal communication skills Highly motivated, driven and self-starting individual Ability to work in a fast paced, team environment Clear examples of partnering with AEs to run technical deal cycles with Enterprise customers A consultative approach with solving your customer’s business challenges and having a track record of successfully overcoming technical and security objections Familiarity with any cloud environment (GCP, AWS, Azure) Proficiency in Python or Java Ability to configure, monitor and maintain API based integrations Location: This role is remote OR hybrid (3 days a week in one of our SF Bay Area offices) Compensation & Benefits: The standard OTE range for this position is $110,000 - $235,000 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 an 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 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. #LI-Remote