Manager, Business Development

Glean was founded by a seasoned team of former Google search and Facebook engineers, who wondered why we don’t have an easier way of finding what we need at work. In our personal lives, we have tools to help us find pretty much whatever we need. Why don’t we have that at work? And that was the beginning of Glean.

Glean searches across all your company’s apps to help you find exactly what you need and discover the things you should know. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same. 

We're backed by some of the Valley's leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.

Specifically, you will be expected to:

• Lead a team of Business Development Representatives (BDRs) in generating qualified opportunities for our North America Commercial sales team.
• Recruit, coach, and mentor BDRs through activities such as shadowing, role plays, process improvement, and performance reporting in regular one-on-one meetings.
• Build repeatable training for the BDR team in sales skills and product/industry understanding
• Consult with Glean’s GTM leadership to build and execute on a strategic growth plan
• Leverage creative marketing and sales tactics to help the BDR team prospect and engage with multiple buyer personas
• Define, manage, and optimize KPIs and  metrics by which the BDR team will be measured. Manage BDR reports and dashboards 
• Work in collaboration with GTM Leadership teams to develop effective messaging to convert inbound interest into qualified pipeline
• Work with the Marketing team to provide feedback on MQLs and campaigns
• Fuel collaboration around key insights and strategic decisions
• Ensure team members are adhering to Glean's values, driving diversity and inclusion practices 
• Foster an amazing culture for the BDR team rooted in respect, honesty, and transparency
• Develop scalable sales systems and processes that drive predictive revenue growth
• Develop specific and targeted sales goals, and implement tactics to accelerate growth
• Continuously evaluate and optimize results, and make KPI and data-driven recommendations

What’s in it for you...

• Stock options in a rapidly growing company
• Company provided gear & swag (t-shirt, sweatshirt, down jacket etc.)
• Work in a fast-paced, fun environment with an great team from all over the world

You will excel if you have...

• 5+ years experience in Sales and at least 2+ years in a Sales Management role
• Should have 1+ year of US market experience as a SDR or Manager
• Be open to work in the US shift (530 pm to 230 am IST) 
• Validated experience in building and scaling BDR/BDR team 
• Startup and SMB SaaS experience is a big plus!
• High proficiency with Salesforce and other sales enablement tools
• Proven data-driven results - you should know your results and brag about them!
• Bring us stats that impress
• A love for creating and implementing scalable processes
• A love for making an impact and supporting your team’s professional and personal growth
• A quick learner, self-starter, and an eagerness to handle the pressures of increasing levels of responsibility
• Passion and curiosity around technology with an ability to comprehend and explain technology 
• Thrives in a fast-paced, “do what it takes” startup culture
• A passion for customers and the desire and desire to build authentic relationships