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 with our revenue growth with partners
• 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.

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.