Partner Sales Manager (EMEA)

Glean; Greater London; On-site; GBP 90,000 - 120,000; Full time

Job summary

Glean is seeking a Partner Sales Manager to build and manage strategic partnerships across Europe, aligning with multiple sales segment teams and executing a comprehensive partner strategy to drive measurable revenue impact.

You will establish executive relationships with partners and the Glean sales teams to translate partner activity into sourced and influenced pipeline, while coaching teams on scalable co-selling and delivery motions across European markets.

Qualifications

• 5-8 years in channel, alliances, partner management or business development in B2B SaaS
• Experience recruiting, activating and growing partners (SI/VAR or similar) across Europe
• Experience operating across multiple European markets, including navigating languages and cultures

Responsibilities

• Build and manage strategic partners to expand Glean’s customer reach in Europe
• Align with multiple sales segment teams and execute the partner strategy to drive revenue impact
• Develop and execute co-selling and co-delivery motions aligned with field priorities
• Create repeatable plays for sourcing opportunities (campaigns, events, account mapping, outbound) and maintain visibility into partner-sourced and -influenced pipeline
• Educate and coach Glean Sales teams on the value and methods of scaling with partners
• Work cross-functionally with Sales, SE, Marketing, Operations and Legal to streamline deal registration, approvals, contracts, MDF and reporting
• Embed with the sales organization by aligning partners to territories and participating in key deal reviews and account planning
• Possess strong executive presence to present to partners and internal leadership and to drive partner-led pipeline and bookings
• Proficiency with German language to support partnerships and account coverage across DACH markets

Skills

Excellent communicator

Influencer

Collaborator

German language proficiency

Strategic thinker

Tools

CRM

PRM

BI tools

Job description

• 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
• 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

Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs

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

Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs, as needed

Demonstrated success recruiting, activating, and growing SI/VAR or similar partners, not just managing inherited relationships

Experience operating across multiple European markets, comfortable navigating different languages, business cultures, and regulatory environments to expand partner coverage

Familiarity with modern sales and partner tooling, including CRM, PRM, and reporting/BI tools, and comfort navigating evolving tech stacks

5-8 years experience in channel, alliances, partner management, or business development roles in B2B SaaS

Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays

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

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