Head of Partnerships - EMEA

Glean; City Of London; Remote; GBP 125,000 - 150,000; Full time

Job summary

An innovative software company is seeking a strategic partnerships leader to join their global partnerships team. This remote role requires a strong background in sales and partnerships, focusing on building relationships with top partners in the SaaS sector. The ideal candidate will have over 10 years of industry experience and be skilled in driving growth through collaboration and strategic planning.

Qualifications

• 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.

Responsibilities

• Develop and manage execution with partners.
• Collaborate with partners for joint go-to-market plans.
• Track and report on key performance metrics.

Skills

Sales experience

Partnership management

Cross-functional teamwork

Strategic thinking

Understanding of SaaS

Education

Bachelor’s degree

MBA preferred

Job description

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way — an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

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 world’s 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, GSIs, Consulting Firms, Cloud and ISV partners. You’ll 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 scaling partnerships in high‑growth environments. They’ve 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, including understanding their business goals, needs, and our joint value proposition. Drive top of funnel and demand gen activities with partners in conjunction with Glean’s marketing teams; build and manage a co‑sell motion with partners in conjunction with Glean’s 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 team’s and partner program’s 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
• Bachelor’s 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 in order to effectively and efficiently build new processes and improve existing ones
• 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 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.