Industry Principal, Financial Services & Insurance

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

Reporting line: This role reports to the VP of Solutions Engineering.

We’re hiring an Industry Principal to lead our Financial Services & Insurance (FSI) strategy and execution across the field. You’ll serve as the domain voice for banking, capital markets, and insurance, driving revenue impact externally with customers and partners while elevating our internal enablement, solutions, and product feedback loops. You bring a mix of domain credibility, executive presence, and hands‑on AI/SaaS experience to shape value narratives, accelerate deals, and guide product‑solution fit for FSI. Drawing on best practices from top AI companies, you’ll create industry value narratives, engage C‑suite stakeholders, and develop thought leadership content that advances our category position.

You Will: 

• Be the senior domain advisor across pre‑ and post‑sales, translating FSI business priorities (e.g., operational efficiency, risk and compliance, productivity, customer experience) into concrete Work AI solutions and outcomes.
• Lead C‑suite conversations (CIO/CTO/CRO/COO/CMO/Chief Data/AI Officers) and industry analysts; build executive relationships that advance multi‑threaded, value‑based sales cycles.
• Craft and deliver industry value narratives, ROI frameworks, and reference architectures for banking, capital markets, and insurance; enable the field with repeatable industry plays and proof packages.
• Drive external visibility through industry thought leadership: publish articles/whitepapers, present at conferences, and co‑create content with customers and partners.
• Partner with Sales, Solutions Engineering, Product, and Marketing to inform roadmap and packaging for FSI use cases (e.g., agentic workflows for servicing, underwriting/suitability knowledge, advisor/seller productivity, risk and regulatory knowledge management).
• Systematically capture field insights to strengthen product‑market fit; articulate solution requirements back to Product and Engineering.
• Build and mentor an extended, virtual tiger team around FSI—across SE, PMM, Partners, and CS—to execute the industry plan and achieve pipeline, win‑rate, and expansion goals.
• Contribute to analyst engagement and competitive positioning to shape the category narrative.
  
  

About You

• 10+ years in Financial Services and/or Insurance, ideally with time spent inside a top bank/insurer or at a leading consulting/technology firm focused on FSI transformation.
• Credible executive commu