Director of Partner Operations, Glean
Enterprise search and knowledge management
Be an early applicant
Enterprise search and knowledge management
201-500 employees
Be an early applicant
201-500 employees
Company mission
To bring people the knowledge they need to make a difference in the world.
Role
Who you are
- 10+ years of experience in partner/channel operations, GTM strategy, revenue operations, or management consulting, with significant exposure to partner programs (agency, tech, or strategic alliances) in high-growth SaaS or AI technology companies
- Strong understanding of partner ecosystem dynamics, business metrics, and best practices for driving partner-led growth, with expertise in pipeline management, contract negotiation, and co-selling frameworks
- Proven ability to manage complex projects and influence cross-functional stakeholders, balancing strategic vision with hands-on execution, as demonstrated in fast-paced environments
- Exceptional analytical skills, with proficiency in Salesforce, partner relationship management (PRM) platforms (e.g., Impartner, PartnerStack), and business intelligence tools (e.g., Sigma, Tableau) to turn data into actionable insights
- Excellent communication and presentation skills, with experience engaging senior and executive-level stakeholders, delivering clear strategies and recommendations aligned with Command of the Message
- Ability to thrive in a dynamic, fast-paced environment, navigating ambiguity, adapting to shifting priorities, and driving scalable solutions independently
- Comfortable leveraging AI-driven tools (e.g., AI agents for automation) and staying informed on industry trends, competitive dynamics, and best practices to ensure Glean’s partner ecosystem remains best-in-class
- Bachelor’s degree in Business, Economics, or a related field; MBA or equivalent experience is a plus
What the job involves
- Glean is looking for a Director, Partner Operations to build and scale a robust partner operations infrastructure that accelerates go-to-market (GTM) growth through strategic alliances with agencies, technology partners, and other key stakeholders
- This leader will ensure operational excellence by designing streamlined onboarding, training, contract management, and co-selling workflows that empower partners to effectively adopt and deliver Glean’s AI-powered solutions
- By driving data-driven insights using advanced analytics and automating partner program processes, the Director, Partner Operations will enable partner-led revenue growth, equitable coverage through tiering and incentive frameworks, and strong alignment across Sales, Marketing, Field Operations, Product, and GTM teams
- This role is essential for resolving operational challenges, optimizing partner performance, and scaling Glean’s partnership ecosystem to deliver consistent, sustainable business impact
- Design and lead scalable partner operations infrastructure, including onboarding, training, co-selling workflows, and contract management, to drive adoption of Glean’s AI-powered enterprise search platform across agency, tech, and strategic alliances
- Own the partner performance analytics process, defining KPIs (e.g., partner-sourced revenue, pipeline velocity) and leveraging analytics tools like Sigma and Salesforce to deliver data-driven insights
- Streamline partner program processes by implementing AI-driven automation (e.g., deal registration, query resolution) ensuring operational excellence and scalability
- Enable partner-led revenue growth by developing real-time dashboards and reports, to track partner contributions and support data-driven decision-making
- Manage partner tiering frameworks, incentive models, and annual planning processes, including headcount and territory design, ensuring equitable coverage and governance in partnership with Field Operations
- Partner with Sales, Marketing, Post Sales, Product, and GTM Operations to execute cross-functional initiatives, such as new market entry, vertical expansion, and co-marketing campaigns, fostering seamless program execution
- Act as the escalation point for critical partner operational issues, resolving challenges and aligning with Glean’s broader GTM strategy to scale strategic alliances, per industry best practices
- Lead and mentor junior team members, serving as a thought partner to partner program leaders and communicating strategies to executive leadership, driving continuous improvement in partner operations
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 only emerged from stealth in 2021, it received a $1 Billion valuation in early 2022, thus achieving unicorn status, and has received nearly $400 million in funding so far. The SaaS platform is already used by some major companies including 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. 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 benefits
- Medical, dental, and vision for you and yours
- Competitive compensation and stock options
- 401k contribution
- Flexible work (3 days a week in the office), though we believe in folks working where they can be most effective
- Company events, from weekly happy hours to our annual company retreat
- Flexible hours, unlimited PTO, and company-wide winter break shutdown
- Transparent culture
- Learning and development stipend
- Free meals with lunch and dinner options every day
Company HQ
Evergreen Park, Palo Alto, CA
Leadership
Arvind Jain
(CEO)Former Engineer at Google and Microsoft. Is the co-founder of high growth startup Rubrik, which delivers data security and operational resilience for enterprises.
Piyush Prahladka
(Software Engineer)Prior to joining the co-founding team at Glean, they worked as a Senior Staff Software Engineer at Google, then as an Engineering Lead at Uber.
Tony Gentilcore
(Product Engineering Lead)Former Developer at At&T and TJC Labs. For ten years, served as a Senior Staff Software Engineer at Google, including a spell as Founder and Tech Lead / Manager of the Chrome Speed Team.
TR Vishwanath
(Engineering Lead)Before co-founding Glean, 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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