Sales Development Manager, Glean
Office located in Palo Alto, CA
AI-based search engine connecting enterprise data
Job no longer available
AI-based search engine connecting enterprise data
1001+ employees
Job no longer available
Office located in Palo Alto, CA
1001+ employees
Company mission
To expand human potential to do extraordinary work.
Role
Who you are
- 4+ years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record of exceeding goals
- 2+ years of experience leading sales development teams with a proven track record of exceeding goals in an outbound sales environment
- Startup and SaaS experience is a big plus!
- Proficiency with Salesforce and other sales enablement tools (i.e. Outreach, Sales Navigator)
- Proven data-driven results - you should know your results and brag about them!
- Validated experience in building and scaling an SDR or BDR team
- A passion and excitement for hiring, with a thoughtful approach to team planning and development
- A love for making an impact and supporting your team’s professional and personal growth
- The ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
- Passion and curiosity around technology with an ability to comprehend and articulate value points to customers and team members
- The desire to work in a fast-paced, “do what it takes” startup culture!
What the job involves
- Glean is looking for an energetic, creative, ambitious, and data-driven Business Development Representative (BDR) Leader to play a key role in setting up and scaling our HQ team
- You will own the day-to-day responsibilities of building and leading a high-performing team of BDRs from the ground up
- From recruiting, to coaching, to delivering on KPIs - you will have an opportunity to shape our Business Development processes
- Lead a team of BDRs to generate pipeline and create qualified opportunities for our North American sales team
- Recruit, coach, and mentor BDRs on the floor - shadowing, role plays, process improvement, and performance reporting in recurring 1:1s
- Build repeatable training for the BDR team in sales skills and product/industry understanding
- Consult with Glean’s GTM leadership to build and execute on a strategic growth plan
- Enable the team with company standard sales methodologies
- Leverage creative marketing and sales tactics to help the global BDR team prospect and engage with multiple buyer personas
- Define, manage, and optimize KPIs and metrics by which the BDR team will be measured. Manage BDR reports and dashboards
- Work in collaboration with GTM Leadership teams to develop effective messaging to convert inbound interest into qualified pipeline
- Work with the Marketing team to provide feedback on MQLs and campaigns
- Ensure team members are adhering to Glean's values, driving diversity and inclusion practices
- Foster an amazing culture for the BDR team rooted in respect, honesty, and transparency
- Develop scalable sales systems and processes that drive predictive revenue growth
- Develop specific and targeted sales goals, and implement tactics to accelerate growth
- Continuously evaluate and optimize results, and make KPI/data-driven recommendations
Our take
Glean is an intuitive digital assistant which allows employees to search across all their apps and find the information and tools that they need more quickly.
With so many SaaS apps being used by modern day companies, overwhelm and inefficiency inevitably enter the equation. Glean’s search engine is proving popular for how it unifies and centralizes all these distributed tools and data.
It’s been quite a start to life at Glean, having emerged from stealth in 2021, it received a $1B valuation in early 2022, thus achieving unicorn status. Since then, the company has gone on to raise substantial funding and bring its valuation up to $7.2B in 2025. With this impressive growth, its secured some big name customers like Grammarly, databricks, and Rubrik.
That Glean was co-founded by a quartet with senior experience at Google, Microsoft, Uber, and Facebook stands the company in good stead. However, it’s the fact that its search engine is solving a new, but very real problem in the workplace that’s seen its popularity surge so quickly, which it’s likely to continue to do in the future. And its adaptability to include new AI capabilities to its platform, such as generative AI, has Glean well set to see further growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
44% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2025
$150m
SERIES F
Sep 2024
$260m
SERIES E
Total funding: $805m
Company HQ
Evergreen Park, Palo Alto, CA
Leadership
Arvind Jain
(Co-Founder & CEO)Former Engineer at Google and Microsoft. Arvind is also the co-founder of high growth startup Rubrik, which delivers data security and operational resilience for enterprises.
TR Vishwanath
(Co-Founder & CTO)Before co-founding Glean, TR was a Principal Software Engineer at Facebook after spending eight years at Microsoft as a Software Design Engineer, then Principal Development Lead.
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