Director, Partner Operations

About Glean:

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 looking for a Director, Partner Operations to build and scale a robust partner operations infrastructure that accelerates go-to-market (GTM) growth through strategic alliances with agencies, technology partners, and other key stakeholders. This leader will ensure operational excellence by designing streamlined onboarding, training, contract management, and co-selling workflows that empower partners to effectively adopt and deliver Glean’s AI-powered solutions.

By driving data-driven insights using advanced analytics and automating partner program processes, the Director, Partner Operations will enable partner-led revenue growth, equitable coverage through tiering and incentive frameworks, and strong alignment across Sales, Marketing, Field Operations, Product, and GTM teams. This role is essential for resolving operational challenges, optimizing partner performance, and scaling Glean’s partnership ecosystem to deliver consistent, sustainable business impact.

You Will:

• Design and lead scalable partner operations infrastructure, including onboarding, training, co-selling workflows, and contract management, to drive adoption of Glean’s AI-powered enterprise search platform across agency, tech, and strategic alliances.
• Own the partner performance analytics process, defining KPIs (e.g., partner-sourced revenue, pipeline velocity) and leveraging analytics tools like Sigma and Salesforce to deliver data-driven insights.
• Streamline partner program processes by implementing AI-driven automation (e.g., deal registration, query resolution) ensuring operational excellence and scalability.
• Enable partner-led revenue growth by developing real-time dashboards and reports, to track partner contributions and support data-driven decision-making.
• Manage partner tiering frameworks, incentive models, and annual planning processes, including headcount and territory design, ensuring equitable coverage and governance in partnership with Field Operations.
• Partner with Sales, Marketing, Post Sales, Product, and GTM Operations to execute cross-functional initiatives, such as new market entry, vertical expansion, and co-marketing campaigns, fostering seamless program execution.
• Act as the escalation point for critical partner operational issues, resolving challenges and aligning with Glean’s broader GTM strategy to scale strategic alliances, per industry best practices.
• Lead and mentor junior team members, serving as a thought partner to partner program leaders and communicating strategies to executive leadership, driving continuous improvement in partner operations.

About You:

• 10+ years of experience in partner/channel operations, GTM strategy, revenue operations, or management consulting, with significant exposure to partner programs (agency, tech, or strategic alliances) in high-growth SaaS or AI technology companies.
• Strong understanding of partner ecosystem dynamics, business metrics, and best practices for driving partner-led growth, with expertise in pipeline management, contract negotiation, and co-selling frameworks.
• Proven ability to manage complex projects and influence cross-functional stakeholders, balancing strategic vision with hands-on execution, as demonstrated in fast-paced environments.
• Exceptional ana