Senior Cloud Partner Sales Manager, Glean
$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
- 5–10+ years in B2B SaaS in partner sales, alliances, or field sales, including 3–5+ years focused on cloud alliances, CSP partner sales, or marketplace GTM (AWS, GCP, and/or Azure)
- Proven track record running CSP co‑sell motions: account mapping, rep‑to‑rep alignment, joint pipeline reviews, and closing complex enterprise deals
- Hands‑on experience with at least one cloud marketplace (AWS or GCP) across private offers, billing/commercial models, and multi‑stakeholder execution
- Working knowledge of CSP funding programs and how to use them to unlock pilots and expansions while protecting economics
- Strong sales and commercial skills: comfortable with value, pricing, and TCO; able to connect Glean’s Work AI platform to cloud consumption and business outcomes
- Strategic, structured, and process‑oriented operator who is happy to roll up your sleeves to build new motions and revenue streams
- Highly collaborative and relationship‑driven; experienced working across Sales, Marketing, Product, Operations, Finance, and Legal
- Prior CSP Partner Sales / Development Manager experience at AWS, GCP, or Azure—or CSP‑aligned alliances at a high‑growth SaaS company—is a strong plus
- Multi‑cloud experience (AWS and GCP strongly preferred; Azure a plus) and judgment on where each is most strategic
- Familiarity with ACE, Partner Advantage, Partner Center, and related co‑sell/funding workflows
- Experience working closely with technical pre‑sales / SE teams and scaling repeatable patterns into field guidance
- Exposure to AI, data, or security products, especially via cloud marketplaces or cloud‑led co‑sell, is a plus
- Ability to travel ~10–20% across the Americas and occasionally to Glean offices/events
What the job involves
- Glean is seeking a Sr Cloud Partner Sales Manager – Americas (AWS & GCP) to own how we do business with AWS and Google Cloud across the Americas
- In this role, you will be the field GTM lead for CSP partnerships—driving partner‑sourced and partner‑influenced pipeline, co‑selling with cloud providers, and using marketplaces and funding programs to accelerate AI adoption and revenue
- Own CSP partnership performance for the Americas and meet partner‑sourced and partner‑influenced ARR targets across AWS and GCP
- Serve as the go‑to contact for Glean AEs on co-selling with CSPs
- Build and iterate joint GTM plans with AWS and GCP, including target accounts, segments, plays, and marketplace priorities for the region
- Drive account mapping and rep‑to‑rep alignment, running a consistent co‑sell cadence (triads, pipeline reviews, close‑plan sessions)
- Craft joint opportunity strategies that tie Glean’s Work AI platform to cloud consumption, AI adoption, and strategic workloads
- Lead end‑to‑end AWS Marketplace and GCP Marketplace execution in your region
- Create and manage private offers from intake (billing IDs, contacts) through configuration, validation, acceptance, and invoicing
- Secure and operationalize CSP funding for deployments and expansions
- Coach Glean AEs on when and how to use CSP co‑sell, marketplaces, and funding; be the first stop for CSP‑related questions
- Drive regular enablement with CSP sellers and Glean sales, anchored on joint wins, reference plays, and repeatable patterns
- Coordinate with Partner Ops, Deal Desk, RevOps, Finance, and Legal to ensure CSP deals are structured and executed cleanly
- Maintain high‑quality pipeline data for CSP‑attached opportunities (registrations, marketplace stages, funding) and provide clear, data‑driven guidance on where to focus
- Help evolve Cloud Alliances SOPs, playbooks, and dashboards for how we “run with the clouds” globally and in the Americas
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.
Share this job
View 99 more jobs at Glean