Glean

Role Description As a Partner Solutions Engineer, you will play a pivotal role in fostering strong relationships with cloud, channel, SI, and GSI partners and driving the adoption of our products within their ecosystem. You will collaborate closely with partner teams to understand their business objectives, technical capabilities, and customer needs, enabling them to effectively integrate and sell our solutions. - Partner Development: - Identify, recruit, and manage strategic partnerships. - Build and maintain strong relationships with partner account managers, technical teams, and executives. - Develop and execute joint go-to-market plans with partners. - Technical Enablement: - Provide technical training and support to partner teams. - Assist partners in developing proof-of-concepts and demos. - Address technical inquiries and resolve issues related to product integration. - Develop new solutions and services with partner teams. - Sales Enablement: - Collaborate with sales teams to generate joint sales opportunities. - Provide product demonstrations and presentations to potential customers. - Develop sales tools and collateral for partners. - Market Analysis: - Stay up-to-date on industry trends, competitor activities, and partner market dynamics. - Identify new opportunities for partnership expansion. - Customer Success: - Ensure customer satisfaction and success with partner-led solutions. - Monitor and address any post-sales issues or concerns. Qualifications - Bachelor's degree in Computer Science, Engineering, or relevant work experience. - Fluency in Japanese and English. - At least 4+ years of experience in a technical sales, consulting, enablement or partner management role. - Strong understanding of cloud technologies and software development methodologies. - Excellent communication and interpersonal skills. - Ability to work effectively in a fast-paced, collaborative environment. - Proven track record of building and maintaining successful partner relationships. 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 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. AI-First Mindset at Glean At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role.

• Help our customers achieve real business outcomes through the use of AI • Serve as the primary lead on new customer deployments including hands on guidance for the setup of SSO and connectors • Own the end-to-end delivery from kickoff to go-live thru renewal, ensuring clarity on expectations for all stakeholders timeline, and Services budget. • Create and execute on joint success plans that drive additional adoption, deepen engagement, and result in measurable business value. Overall program management. • Develop, communicate, and execute tailored project plans; facilitate cross-functional collaboration across delivery, operations, and technical teams. • Provide a blend of technical guidance and strategic partnership, acting as escalation manager when necessary. • Monitor and report on deployment progress, customer adoption, and satisfaction metrics. • Proactively identify risks or blockers and drive resolution—escalating internally when appropriate. • Guide and document improvements for onboarding processes, playbooks, and best practices. • Contribute to continuous process and product improvements by providing actionable feedback and participating in internal initiatives

• Collaborate with cross-functional teams to design and architect secure cloud infrastructure solutions on AWS and Azure • Identify potential security vulnerabilities and gaps in existing infrastructure and propose remediation plans • Implement cloud-native security technologies and best practices to address identified gaps • Analyze security logs and metrics to proactively detect and respond to security incidents • Develop and deploy security controls, such as identity and access management (IAM), network security policies, and encryption mechanisms • Leverage software engineering skills to create security-specific features, particularly in the areas of authentication, authorization, and rate limiting • Create documentation and train and guide team members and other stakeholders on security best practices

• Design, develop, and maintain secure software for core platform functionalities • Collaborate with cross-functional teams (engineering, product) to integrate security best practices throughout the development lifecycle • Stay up-to-date on the latest security threats, vulnerabilities, and mitigation strategies • Conduct security code reviews and identify potential security risks in existing codebases • Develop and implement automated security testing procedures • Respond to security incidents and participate in incident response procedures • Continuously improve the platform's security posture by identifying and implementing security enhancements • Document security processes, procedures, and best practices

• Own and lead the vulnerability management lifecycle, ensuring our entire tech stack is free from known CVEs. • Implement and manage secure base OS images, ensuring all underlying systems remain hardened against security threats. • Continuously scan, monitor, and patch OSS dependencies to mitigate supply chain risks and enforce best practices for dependency management. • Research and evaluate trusted open-source security solutions like Google’s Assured Open Source Software and recommend their adoption where applicable. • Work closely with engineering teams to integrate state-of-the-art SAST, DAST, and dependency scanning tools into the CI/CD pipeline to detect and remediate vulnerabilities early. • Define and maintain best practices for secure coding to ensure all code developed by Glean engineers is free from vulnerabilities. • Develop automated security validation tests to enforce vulnerability-free deployments across the stack. • Lead the adoption and, if necessary, develop custom security solutions to manage and mitigate security risks at scale. • Provide security guidance, training, and mentorship to engineering teams to foster a security-first culture at Glean.

Role Description Glean is seeking a talented AI Outcomes Manager to join our rapidly expanding team. The AI Outcomes Manager will play a crucial role in transforming how every department works, with the power of Glean. You will: - Partner with executive sponsors and end users to identify high‑impact use cases and turn them into measurable business outcomes on Glean. - Lead strategic reviews and advise customers on their AI roadmap, ensuring they get the most value from Glean’s platform. - Translate business needs into clear problem statements, success metrics, and practical AI solutions; collaborate with Product and R&D to shape priorities. - Conduct discovery workshops, scope pilots, and guide rollouts, driving breadth and depth of adoption of the Glean platform. - Design and build AI agents with and for customers, including rethinking and redesigning underlying business processes to maximize impact and usability. - Proactively identify expansion opportunities and drive engagement across teams and functions. Qualifications - 5+ years of professional experience in roles that blend business and technology (e.g., product, analytics, data, engineering, solutions), with a consultative, customer‑facing approach. - Strong problem‑solving and communication skills; comfortable working with stakeholders from ICs to executives and tailoring messages to different audiences. - Demonstrated ability to craft effective prompts and guide AI agents for real customer or business workflows; you’ve shipped outcomes, not just demos. - Understanding of what current LLMs can and cannot do; able to set expectations and steer towards reliable, safe, cost‑effective solutions. - Product sense and user empathy—you can spot high‑value applications of AI across diverse job functions and design clear, guided experiences. - Hands‑on experience with modern AI platforms and tools (e.g., OpenAI, Claude, Mistral, Cohere or similar), with enough technical depth to work with engineers without needing to be on the critical path for writing production code. - Fluent in English and Portuguese. Requirements - Prior experience in customer‑facing, consultative roles (solutions, support, product management) and comfort presenting to senior leaders. - Exposure to evaluating AI outcomes (e.g., defining success criteria, using sample tasks, reviewing results) and iterating for quality, latency, and cost. - Ability to analyze usage signals and customer feedback to inform roadmap and drive adoption. Location This role is remote (must be based in Brazil). 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. AI-First Mindset at Glean At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.

Role Description Glean is seeking a Sales Development Representative at Glean to partner closely with our Account Executives to find and engage new prospects that would be a great fit for Glean. Your goal will be to generate qualified sales opportunities that will contribute to the company's revenue growth. We'll provide you with the tools, training, mentorship, and leadership needed to engage effectively with prospective clients, uncover their unique challenges, and convey how Glean can help solve them. Join us in our mission to bring people the knowledge they need to make a difference in the world, and be at the forefront of transforming the way businesses operate. - Generate new business pipeline primarily through outbound prospecting into the APAC market. - Partner with Account Executives to identify and source net new pipeline and assist by researching lines of business and personas. - Identify key decision makers within corporate accounts. - Gain interest from prospective customers through channels such as outbound cold calling and emails to break into net new logos in assigned territory. - Run your own qualification calls with potential clients, helping to guide them through the first part of the evaluation process. - Demonstrate attentive listening skills when understanding customer requirements and articulate how Glean can meet those needs better than other solutions. - Consistently meet established quota targets that will contribute to the company’s revenue growth. - Work with the Marketing team to provide feedback on MQLs and campaigns. - Develop critical sales skills, such as leading effective discovery calls, cold calling, objection handling, articulating and selling value, prioritization and time management, and more. Qualifications - 3+ years of experience, preferably in outbound SDR/prospecting roles. - Bachelor’s degree from a four-year university. - Team-centric mindset and demonstrated ability to work well in a collaborative environment. - Excellent time management skills and ability to juggle multiple priorities. - Strong communication skills and ability to identify potential customer opportunities. - Passion and curiosity around technology with an excitement to comprehend and articulate value points to customers. - The desire to work in a fast-paced, do-what-it-takes startup culture. - 1 to 3 years of experience in outbound prospecting and cold outreach with a proven, consistent track record of exceeding goals. - Startup and SaaS experience. - Experience in engaging with customers and ability to resolve challenges effectively. - Proven track record of success in a performance-driven role focused on exceeding specific metrics (i.e., carrying a quota). - Proficiency with Salesforce and other sales enablement tools (i.e., Apollo, Sales Navigator). Location - Japan (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. AI-First Mindset at Glean At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required. Global Data Privacy Notice for Job Candidates and Applicants Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our . By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement. By clicking “Submit Application,” I confirm that I have read the Global Data Privacy Notice and the Applicant Arbitration Agreement, and I agree to the terms.

Role Description As a Commercial Account Executive at Glean, you will drive new business and growth within Commercial and mid-market-sized prospects by developing tailored strategies to break into and expand these accounts. This role demands account research, compelling messaging, and champion-building to deliver on customer pain points and priority business outcomes. You will have the opportunity to build a territory in the EMEA region and play a key role in shaping Glean’s presence among industry-leading organizations and advancing our mission to transform work with AI. - Source and close net new logos within a given territory in your book of business - Respond to inbound leads, including demo requests and event follow-ups - Navigate organizational structures and identify sponsors and champions - Research and understand the business objectives of your customers and perform a value-driven sales cycle - Collaborate with internal partners to move deals forward and ensure customer success - Consistently deliver ARR revenue targets and drive success through a metric-based approach - Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings - Provide timely and insightful input to other corporate functions - Create ROI and business justification reports based on a data-driven approach - Run tight POCs based on business success criteria Qualifications - Must speak, read and write Hebrew and English fluently - 3+ years of closing experience with direct field sales experience selling enterprise cloud software to EMEA companies - Commercial / Mid Market / Corporate segment selling experience is a MUST - Ability to learn, pitch and demonstrate a highly technical product and adapt in a fast-growing and changing environment - Clear examples of closing complex deals and selling into complex organizations - Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory - Previous experience building relationships and selling face-to-face to senior leaders - Knowledge of best of breed software and a technical understanding of integrations, APIs, infrastructure management, security, and analytics - Experience selling technical SaaS and cloud-based software solutions - Previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers - This is a remote position, you will be based in London and know that regional market, including its cultural nuances and business practices Requirements - Location: This role is remote (must be located in 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 committed to an inclusive and diverse company AI-First Mindset at Glean At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Global Data Privacy Notice for Job Candidates and Applicants Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required.

• Own the segment-level field marketing strategy for US Enterprise • Lead and develop the regional Enterprise field marketing team • Build a cohesive plan across hosted, sponsored, partner, and account-based field programs • Own the strategy and evolution of Glean’s flagship field programs • Standardize and continuously refine our highest-impact programs • Act as a player-coach • Serve as the primary field marketing partner to Enterprise and cross-segment sales leadership • Partner with Public Sector and cross-segment sales leadership • Lead cross-functional alignment across Sales, SDRs, Product Marketing, Strategic Events, Partner Marketing, and Ops • Own pipeline performance across field programs • Partner with Marketing Ops, RevOps, and Finance to improve reporting and budget planning • Ensure the team delivers programs with strong execution and high-quality experiences

About Glean: Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, 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 industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s 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’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent 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. You’ll 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 an Enterprise Account Executive for a high-impact sales role focused on driving new business and expanding relationships within large enterprise accounts. AEs at Glean are responsible for landing and managing multi-million dollar, often global, accounts by leveraging Glean’s differentiated AI technology and foundational knowledge graph to deliver tangible business outcomes for customers. You will: - Source and close net new logos within a given territory - Have the ability to navigate complex organizational structures and identify executive sponsors and champions - Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle - Collaborate with internal partners to move deals forward and ensure customer success - You will consistently deliver ARR revenue targets and drive success through a metric based approach - Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings - Provide timely and insightful input back to other corporate functions - Create ROI and business justification reports based off of a data driven approach - Run tight POCs based off of business success criteria About you: - 6+ years of closing experience in Sales with a track record of being a top performer - Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast growing and changing environment - Have clear examples of closing complex deals and selling into complex organizations - Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory - Previous experience building relationships and selling face to face to C level executives - Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics - Experience selling technical SaaS and cloud based software solutions - Basic understanding of search infrastructure is a plus - You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers - Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus. Location: - This role is remote, but must be based in territory within the Carolinas. Compensation and Benefits: The OTE range for this role is $260,000 - $300,000 annually. 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 offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused. 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. #LI-REMOTE AI-First Mindset at Glean: At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.