Head of Partnerships EMEA

About Glean :

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industrys most advanced enterprise search has evolved into a full-scale Work AI ecosystem powering intelligent Search and an AI Assistant and scalable AI agents on one secure open platform. With over 100 enterprise SaaS connectors, flexible LLM choice and robust APIs, Glean gives organizations the infrastructure to govern scale and customize AI across their entire business — without vendor lock‑in or costly implementation cycles.

At its core Glean is redefining how enterprises find, use and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content and activity delivering deeply personalized, context‑aware responses for every employee. This foundation powers Glean’s agentic capabilities — AI agents that automate real work across teams by accessing the industrys broadest range of data: enterprise and world structured, and unstructured historical and real‑time. The result: measurable business impact through faster onboarding, increased productivity each week and smarter, safer decisions at every level.

Recognized by Fast Company as one of the Worlds Most Innovative Companies (Top 10 2025), by CNBCs Disruptor 50, Bloomberg\’s AI Startups to Watch (2026), Forbes AI 50 and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50 industries and 1,000 employees in more than 25 countries, we are helping the worlds largest organizations make every employee AI‑fluent and turning the super‑intelligent enterprise from concept into reality.

If you\’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub and many more — deeply embedded where people get things done. Youll ship agentic capabilities on an open, extensible stack with the craft and care required for enterprise trust as we bring Work AI to every employee in every company.

About the Role :

Glean is seeking a dynamic and strategic partnerships leader to join our global partnerships team and help build a thriving partner ecosystem that delivers and scales a best‑in‑class customer experience with the worlds leading AI‑powered work assistant. As a founding member of the EMEA GTM Partnerships team, you will play a pivotal role in driving our partnership priorities across the enterprise search and generative AI landscape by cultivating deep relationships with top Channel, Cloud, GSI and ISV partners.

In this role you will lead the strategic planning and execution of cross‑functional initiatives to achieve both sales and partnership goals, working closely with EMEA VARs, Resellers, SI, GSI, Consulting Firms, Cloud and ISV partners. Youll collaborate with teams across Product, Engineering and Go‑To‑Market to deliver impactful product partnership and marketing launches.

The ideal candidate has a strong sales / GTM background and a proven record of scaling partnerships in high‑growth environments. Theyve led GTM partnerships end‑to‑end, top‑down strategy, sales campaigns, enablement, partner services, pipeline growth, partner‑attached closures and GTM execution across EMEA and all partner types.

You will :

• Develop and manage our execution with EMEA GTM partners, understanding their business goals and needs and our joint value proposition. Drive top‑of‑funnel and demand‑gen activities with partners in conjunction with Gleans marketing teams; build and manage a co‑sell motion with partners alongside Gleans Account Executives; and deepen our partnerships by identifying new joint opportunities.
• Help us prioritize a set of Tier 1 partners across VAR, Cloud, GSI and ISV partners; all team members must be strong generalists at this time given our teams and partner programs maturity.
• Collaborate with partners to develop and execute joint go‑to‑market plans including joint product development, co‑sell campaigns, marketing activities and customer engagements.
• Work closely with sales, marketing, product and engineering teams to align partner strategies with company objectives and execute seamlessly across all functions and operating styles.
• Ensure that partner‑driven projects are delivered successfully and that customers derive value from our solutions.
• Track and report on key performance metrics such as net new meetings, opportunities, partner revenue and partner funnel, and make data‑driven recommendations for improvements.
• Stay current on market trends, competitor activities and emerging technologies to identify new opportunities for partnerships and growth.
• Work with our Partner Ops Enablement team to ensure that our partners have the necessary training resources and support to effectively sell and implement our product.

About you :

• 10 years of industry experience within partnerships / alliances primarily in a sales capacity
• 5 years of direct sales / channel sales experience within the data cloud or SaaS space
• Ability to travel internationally up to 25% of the time
• Bachelors degree with MBA preferred
• A strategic and structured thinker who enjoys building new processes, relationships and revenue streams while setting and driving towards long‑term goals
• Resourceful and creative to build new processes and improve existing ones efficiently
• Collaborative and eager to develop partner relationships and execute cross‑functional teamwork in person or virtually
• Thoughtful about strategy and metrics paired with the ability to hustle and execute
• Knowledgeable about the enterprise SaaS sales motion and how to make partners successful in replicating that when selling Glean
• Able to design and present business plans, track and improve partner progress and communicate effectively both internally and externally
• Comfortable working with globally distributed teams

Location :

This role is remote.

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 are 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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