Partner Sales Manager at Gleanwork

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 Central 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 that blends partner recruitment, onboarding, joint GTM strategy, enablement, pipeline building and deal execution. You will: • Own a focused portfolio of Partners (Reseller, SI’s, etc) end to end, operating with a business-owner mentality to drive pipeline and revenue. • Build and maintain executive and working-level relationships that translate into measurable sourced and influenced partner opportunities, not just activity. • Proactively identify, recruit, and sign net-new partners that are a strong fit for Glean’s ideal partner profile and have high impact potential in the Central Region. • Lead the full partner sourcing funnel — prospecting, outreach, qualification, business case, and onboarding. • Design and execute data-driven joint GTM and business plans with each partner, including targets, ICP focus, motions, and success metrics. • Define and operationalize co-selling, co-marketing, 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 a 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 Austin, TX) Compensation & Benefits: The standard OTE (on‑target earnings) range for this position is $250,000 – $300,000 annually, with competitive equity and 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 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-REMOTEAI-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.