Partner Sales Manager, EMEA

About the Role:

Glean is seeking a Partner Sales Manager to build and manage strategic partners to expand Glean’s customer reach in Europe. This individual will be closely aligned to multiple sales segment teams and be responsible for building and executing the partner strategy to drive meaningful revenue impact—in a hands-on, results-oriented role.

You will:

• Build and maintain executive and working-level relationships across key partnerships and the Glean sales teams that translate into measurable sourced and influenced pipeline growth
• Educate and coach the Glean Sales teams on the “why” and the “how” of scaling with our revenue growth with partners
• Define and operationalize co-selling and co-delivery motions that are aligned with Glean’s field priorities and designed to scale with the right partners.
• Build repeatable plays for sourcing new opportunities, including campaigns, events, account mapping, and outbound motions, and maintain clear visibility into partner-sourced and partner-influenced pipeline.
• Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes such as deal registration, approvals, contracts, MDF and reporting.
• Embed with the sales organization by aligning partners to territories, participating in key deal reviews and account planning, and ensuring partners feel like an extension of the Glean field teams.

About you:

• Outcome- and revenue-oriented partner leader who thinks like a GM/business owner, not just a relationship manager, and is comfortable being accountable for partner-driven pipeline and bookings.
• 5-8 years experience in channel, alliances, partner management, or business development roles in B2B SaaS.
• Background in search, AI, productivity, or enterprise SaaS is required. With at least 1-2 years of experience in frontier AI sales, having worked on and delivered projects — either directly with customers or via partners — implementing AI solutions.
• Demonstrated success recruiting, activating, and growing SI/VAR or similar partners, not just managing inherited relationships.
• Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays.
• Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs.
• Familiarity with modern sales and partner tooling, including CRM, PRM, and reporting/BI tools, and comfort navigating evolving tech stacks.
• Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs, as needed.
• Experience operating across multiple European markets, comfortable navigating different languages, business cultures, and regulatory environments to expand partner coverage.

Nice to have:

• German language proficiency to support partnerships and account coverage across DACH markets.

Location:

• This role is hybrid (Minimum 1 day per week in office)
• Based in Amsterdam or London

Compensation & Benefits:

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
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