# Partner Manager

**Company:** [Glean](https://hotfix.jobs/companies/glean)
**Location:** San Francisco, CA
**Role:** Partnerships
**Salary:** $260k – $320k/yr
**Skills:** B2B SaaS, channel partnerships, Partner Management, Business Development, co-selling, Go-to-Market Strategy, CRM, prm, Business Intelligence, account mapping, Pipeline Management, artificial intelligence
**Posted:** 2026-08-06

> Build and scale strategic partnerships for Glean’s West Region, driving partner-sourced and partner-influenced pipeline through recruiting, co-selling, joint go-to-market programs, and close collaboration with sales teams. Requires B2B SaaS partner leadership experience and a background in search, AI, productivity, or enterprise SaaS.

## Job Description

## 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.

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