Partner Manager, Glean
Boutique Systems Integrator
$210-320k
OTE
AI-based search engine connecting enterprise data
Be an early applicant
AI-based search engine connecting enterprise data
1001+ employees
Be an early applicant
$210-320k
OTE
1001+ employees
Company mission
To expand human potential to do extraordinary work.
Role
Who you are
- 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 boutique SI 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 boutique 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
- Familiarity with GSI and VAR models and comfort operating in a “hybrid” motion between them
- Background in search, AI, productivity, or enterprise SaaS is a plus
- Familiarity with modern sales and partner tooling (CRM, PRM, reporting/BI) and comfort navigating evolving tech stacks
- Able to travel periodically to partners, key accounts, and internal events (e.g., SKOs/GKOs) as needed
What the job involves
- Glean is seeking a Boutique Partner Manager to act as the business owner for a portfolio of high-potential boutique SI partners that sit between our large GSI relationships and traditional VARs
- You’ll be responsible for recruiting, activating, and growing partners who drive meaningful revenue impact—not just managing existing relationships—in a hands-on, results-oriented role that blends partner recruitment, joint GTM strategy, enablement, and opportunity sourcing in tight alignment with our sales organization
- This role will be externally posted as Partner Manager focused on boutique SI partners; we avoid “Partner Development Manager” to keep the emphasis on outcomes vs pure enablement
- Own a focused portfolio of boutique SI partners 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 opportunities, not just activity
- Proactively identify, recruit, and sign net-new boutique partners that are a strong fit for Glean’s ideal partner profile
- 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 realistic for boutique partners and aligned with Glean’s field priorities
- Enable and coach partner sales, SE, and delivery teams so they know how to position, sell, and deliver Glean—not just who we are
- Build repeatable plays for sourcing new opportunities (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 (deal registration, approvals, contracts, 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 field team
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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