Senior Manager, SDR Field 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 seeking a Senior Manager, SDR Field Operations to lead and optimize the operational strategy for their global Sales Operations team. The role focuses on guiding sales leaders with actionable insights in pipeline coverage, territory design, and quota management, while owning critical processes like forecasting and workflow automation. Candidates are expected to have at least 8 years of experience in sales, field, or revenue operations, particularly within SaaS or high-growth tech environments. Strong analytical skills with business intelligence tools, experience driving revenue growth, and the ability to thrive in a fast-paced, cross-functional setting are essential. The Senior Manager will collaborate with Sales, Marketing, Finance, and Product teams, proactively resolve operational challenges, and play a pivotal role in supporting Glean’s rapid expansion and go-to-market excellence.

You Will:

• Serve as the operational lead for sales leaders, delivering actionable insights to optimize pipeline coverage, territory design, and quota management
• Own the forecasting process, ensuring alignment between sales and finance, identifying risks through MEDDPICC/CoM qualification, and driving actions to maintain a healthy pipeline.
• Streamline workflows by identifying inefficiencies, implementing scalable processes, and leading AI-driven automation initiatives, in collaboration with Sales Systems and Process, to enhance sales team capacity.
• Enable revenue growth by consulting on and QA’ing real-time dashboards and reports, leveraging analytical tools like Sigma, to support data-driven decision-making and accountability.
• Manage territory planning and quota-setting processes for rapid sales team expansion, ensuring equitable coverage and governance, aligned with Field Operations’ regional focus.
• Partner with Marketing, Finance, and Product teams to execute cross-functional initiatives, such as new sales programs or tool rollouts, incorporating Command of the Message principles for customer-centric outcomes.
• Act as the escalation point for critical operational issues, resolving challenges and aligning with Glean’s broader GTM strategy to scale operational excellence.
• Lead initiatives to scale all sales ops deliverables including but not limited to; forecasting, reporting, and resource allocation systems

About You:

• 8+ years of experience in sales operations, field operations, or revenue operations, with significant exposure to sales teams and SaaS go-to-market models; experience in high-growth AI or technology companies is highly preferred.
• Strong understanding of sales support roles, business metrics, and best practices for driving growth, with expertise in pipeline management
• Strong ability to build cross-functional relationships with sales and internal stakeholders, ensuring effective collaboration and alignment on deal objectives.
• Excellent organizational skills, attention to detail, and the ability to manage multiple tasks and projects impacting the entire organization.
• Basic proficiency in business intelligence tools (e.g., Sigma, Tableau) and strong analytical skills to support data-driven decision-making.
• Ability to thrive in a dynamic, fast-paced environment, quickly adapting to new challenges and acquiring new skill