About the Role
Glean is seeking a Private Equity Partnerships Manager to build and scale our ecosystem with leading private equity and investment firms. In this role, you will own relationships with top sponsors and drive adoption of Glean across their portfolios, sitting at the intersection of PE, AI, and enterprise transformation. You’ll structure and manage portfolio‑wide commercial frameworks, oversee deployment motions across PortCos, and ensure Glean delivers measurable EBITDA and enterprise value impact for PE‑backed businesses. This is a manager‑level, quota‑carrying role within Partnerships, working closely with Sales, Marketing, Product, and Customer Success. You are fluent in PE economics, comfortable navigating multi‑stakeholder environments across funds and PortCos, and able to manage AI value‑creation plays from term sheet through exit. Success is measured by converting PE partnerships into live deployments, pipeline, and revenue across your sponsors. Glean is the Work AI platform that helps everyone work smarter with AI, 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. 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.
Responsibilities
- Drive PE partnership strategy & deal management
- Structure, negotiate, and execute PE partnership agreements (preferred pricing, portfolio‑wide frameworks, lighthouse PortCo plays).
- Draft reusable cross‑portfolio pricing and partnership agreements with Legal, Finance, and RevOps.
- Coordinate internal approvals and external sign‑off with GP leadership, operating partners, and PortCo executives.
- Maintain standardized pricing and commercial constructs so AEs have clear guidance on using PE frameworks in deals.
- Sponsor relationship management
- Serve as Glean’s primary day‑to‑day contact for multiple PE sponsors.
- Build deep relationships with operating partners, portfolio ops, deal teams, and technology/data leaders.
- Run recurring cadences (QBRs, portfolio and pipeline reviews, exec check‑ins) to surface and advance opportunities.
- Maintain current views of key contacts, portfolios, and in‑flight initiatives per sponsor.
- Portfolio activation & deployment oversight
- Drive PortCo activation by identifying high‑value AI use cases (e.g., GTM, finance, engineering, support/back‑office).
- Support scoping and oversee evaluation, pilot, and rollout cycles with AEs, AI Outcomes/CS, Solutions, and SIs.
- Coordinate with Product, Engineering, and partners to meet quality, security, and timeline expectations.
- Track and communicate deployment metrics (adoption, usage, revenue/cost/EBITDA impact) to sponsors and management teams.
- Revenue, pipeline & program performance
- Own pipeline development and revenue targets for assigned sponsors.
- Maintain a rolling forecast of opportunities across portfolios (sourced and influenced).
- Work with AEs to map portfolios, track activity, and prioritize accounts by sponsor focus, AI readiness, and value potential.
- Ensure clean partner/opportunity data in CRM and build dashboards for PE‑sourced/influenced pipeline, ARR, coverage, and velocity.
- Surface insights and recommendations to improve motions, offers, and enablement.
- Enablement & cross‑functional coordination
- Build and update concise enablement assets (one‑pagers, decks, FAQs, playbooks) for sponsors and PortCos.
- Develop case studies and portfolio‑level proof points; run enablement sessions and workshops to drive adoption.
- Design and execute programmatic engagement (fireside chats, webinars, roundtables, dinners) with PE and PortCo execs.
- Partner with Sales and Enablement on portfolio‑wide sessions and briefings.
- Collaborate with Sales, Marketing, Product, Legal, Security, RevOps, and Customer Success to move deals forward and feed learnings into the roadmap.
- Coordinate with SI / implementation partners on joint delivery, ensuring aligned messaging and execution.
Requirements
- 5–10+ years in enterprise SaaS and/or fintech across partnerships, BD, sales, PE‑backed operating roles, or management consulting serving PE clients.
- Strong program/project management skills: multiple concurrent workstreams, stakeholders, and deadlines with high attention to detail.
- Able to operate as both strategist and executor across cross‑portfolio deployments.
- Strong familiarity with fund structures, GP/carry economics, value‑creation playbooks, and sponsor–PortCo dynamics.
- Comfortable with commercial discussions (pricing, discounts, basic economics) and iterating on term sheets within guardrails.
- Fluent in AI and agentic AI concepts; can credibly discuss Glean with technical teams and PE investors.
- Able to translate AI capabilities into portfolio‑level value creation narratives (EBITDA, efficiency, growth, multiple expansion).
- Excellent written and verbal communication; comfortable with C‑suite‑level decks and crisp internal updates.
- Proven ability to build trust and alignment across internal and external stakeholders in fast‑moving environments.
Qualifications
Direct experience with technology partnerships with PE sponsors or multi‑entity / portfolio structures strongly preferred.
Benefits
The standard OTE (on‑target earnings) range for this position is $250,000 – $300,000 annually, with competitive equity and 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 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.