Partner Sales Manager (AI)

Location: Remote, must be based in Southern California

Compensation: $230,000–$300,000 annual OTE, with potential variable compensation, equity, and benefits.

Company

Glean provides a Work AI platform combining enterprise search, an AI Assistant, AI agents, enterprise data connectors, flexible LLM choice, and APIs on a secure, open platform.

What you will do

• Build and manage strategic partnerships that expand customer reach and generate sourced and influenced pipeline.
• Educate and coach sales teams on scaling revenue through the partner ecosystem.
• Define and operationalize co-selling and co-delivery motions aligned with field priorities.
• Create repeatable opportunity-generation plays involving campaigns, events, account mapping, and outbound activity.
• Partner with Sales, Solutions Engineering, Marketing, Operations, and Legal to scale deal registration, approvals, contracts, MDF, and reporting.
• Align partners to territories and accounts while participating in deal reviews and account planning.

Requirements

• Experience in channel, alliances, partner management, or business development roles in B2B SaaS.
• Demonstrated success recruiting, activating, and growing SI/VAR or similar partners.
• Experience creating joint go-to-market and business plans that generate partner-sourced or partner-influenced revenue.
• Strong executive communication, influencing, negotiation, collaboration, and partner-coaching skills.
• Background in search, AI, productivity, or enterprise SaaS is required.
• Familiarity with CRM, PRM, reporting, and BI tools; willingness to travel periodically to partners, key accounts, SKOs, and GKOs.

Culture & Benefits

• Remote work for candidates based in Southern California.
• Medical, vision, and dental coverage with generous time off.
• 401(k) contribution opportunity.
• Home office improvement, education, and wellness stipends.
• Regular company events and daily healthy lunches.

Hiring process

• The interview process includes a brief AI-focused exercise or discussion.