Business Development Manager, Glean
$120-165k
OTE
Office located in Palo Alto, CA
Enterprise search and knowledge management
Be an early applicant
Enterprise search and knowledge management
201-500 employees
Be an early applicant
$120-165k
OTE
Office located in Palo Alto, CA
201-500 employees
Company mission
To bring people the knowledge they need to make a difference in the world.
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 Nashville 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 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 6 rounds)
Sep 2024
$260m
SERIES E
Feb 2024
$200m
SERIES D
Total funding: $655m
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 values
- One together – We leave our egos behind to forge a trusting, inclusive, and transparent environment
- Customer obsessed – We relentlessly work to solve customer problems and focus on product quality and excellence
- Owners – We take responsibility for our company, product, and culture, leaving things in a better state
- Think big, start small – We dream big and solve hard problems through continuous learning and rapid iteration
- Beyond boundaries – We are eager to learn and grow. We help each other thrive and aren’t afraid to try new things
Company HQ
Evergreen Park, Palo Alto, CA
Articles
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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