Director, Partner Operations

Summary

Join Glean as their Director, Partner Operations and build a scalable partner operations infrastructure to accelerate go-to-market growth. You will design and lead onboarding, training, co-selling workflows, and contract management to drive adoption of Glean’s AI-powered platform. Responsibilities include owning partner performance analytics, streamlining partner program processes through AI-driven automation, and enabling partner-led revenue growth. You will manage partner tiering, incentive models, and annual planning, collaborating with cross-functional teams. This role requires resolving operational challenges, optimizing partner performance, and mentoring junior team members. The ideal candidate will have 10+ years of experience in partner/channel operations within high-growth SaaS or AI companies.

Requirements

• 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 analytical skills, with proficiency in Salesforce, partner relationship management (PRM) platforms (e.g., Impartner, PartnerStack), and business intelligence tools (e.g., Sigma, Tableau) to turn data into actionable insights
• Excellent communication and presentation skills, with experience engaging senior and executive-level stakeholders, delivering clear strategies and recommendations aligned with Command of the Message
• Ability to thrive in a dynamic, fast-paced environment, navigating ambiguity, adapting to shifting priorities, and driving scalable solutions independently
• Comfortable leveraging AI-driven tools (e.g., AI agents for automation) and staying informed on industry trends, competitive dynamics, and best practices to ensure Glean’s partner ecosystem remains best-in-class
• Bachelor’s degree in Business, Economics, or a related field; MBA or equivalent experience is a plus

Responsibilities

• 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

Benefits

• Medical, Vision, and Dental coverage
• Generous time-off policy
• 401k plan
• Home office improvement stipend
• Annual education and wellness stipends
• Healthy lunches daily