Partner Manager

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 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.
• Maintain visibility into 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 an extension of the field teams.

Requirements

• Outcome- and revenue-oriented partner leader accountable for partner-driven pipeline and bookings.
• Experience in channel, alliances, partner management, or business development roles in B2B SaaS.
• 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.
• Strategic and pragmatic execution skills.
• Strong collaboration with regional sales leaders and field representatives.
• Excellent communication, presentation, negotiation, and coaching skills.
• Background in search, AI, productivity, or enterprise SaaS.
• Familiarity with CRM, PRM, and reporting/BI tools.
• Ability to travel periodically to partners, key accounts, and internal events.

Compensation & Benefits

• Standard OTE range: $260,000–$320,000 annually.
• Eligibility for variable compensation, equity, and benefits may apply.
• Medical, vision, and dental coverage.
• Generous time off and 401(k) plan.
• Home office improvement stipend.
• Annual education and wellness stipends.
• Regular company events and daily healthy lunches.