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GleanGleanLos Angeles, CA

Partner Manager

Build and scale strategic partnerships for Glean across the West Region, driving partner-sourced and partner-influenced pipeline and revenue. The role requires B2B SaaS channel or alliances experience, partner recruitment and activation expertise, and strong collaboration with sales and cross-functional teams.

230k – 300k/yr
RemotePartnerships

About the role

Responsibilities

  • Build and maintain executive- and working-level relationships across key partnerships and Glean sales teams to drive measurable sourced and influenced pipeline growth.
  • Educate and coach Glean sales teams on scaling revenue growth through partners.
  • Define and operationalize co-selling and co-delivery motions aligned with field priorities.
  • Build repeatable plays for sourcing opportunities, including campaigns, events, account mapping, and outbound motions.
  • Track partner-sourced and partner-influenced pipeline.
  • Work cross-functionally with Sales, Solutions Engineering, Marketing, Operations, and Legal to scale partner processes, including deal registration, approvals, contracts, MDF, and reporting.
  • Align partners to territories, participate in deal reviews and account planning, and ensure partners operate as extensions of the field teams.

Requirements

  • Outcome- and revenue-oriented partner leader 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 SI/VAR or similar partners.
  • Track record of executing joint go-to-market and business plans that generate partner-sourced or partner-influenced revenue.
  • Experience sourcing, qualifying, and recruiting partners.
  • Ability to design strategic plans and execute hands-on.
  • Experience collaborating closely with regional sales leaders and field representatives.
  • Excellent communication, executive presentation, negotiation, and coaching skills.
  • Background in search, AI, productivity, or enterprise SaaS.
  • Familiarity with CRM, PRM, and reporting or BI tools.
  • Ability to travel periodically to partners, key accounts, and internal events.

Compensation & Benefits

  • Standard OTE range: $230,000–$300,000 annually.
  • Variable compensation, equity, and benefits may be available depending on the role.
  • Medical, vision, and dental coverage.
  • Generous time-off policy.
  • 401(k) plan.
  • Home office improvement stipend.
  • Annual education and wellness stipends.
  • Company events and daily healthy lunches.

Skills

B2B SaaSchannel partnershipsPartner ManagementBusiness DevelopmentGo-to-Market StrategyCRMprmBusiness Intelligenceaccount mappingdeal registration

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