ABOUT GLEAN AI

Glean AI is transforming the way companies manage their vendor costs.

We use invoice and receipt data in ways never used before to allow companies to work smarter and save money. In seconds, Glean AI goes deep into the details of a company's bills to analyze WHAT changed and WHY, while also feeding back valuable insights for vendor benchmarking, collaboration, and so much more.

Glean AI is the fast-growing, must-have product that allows finance teams, budget owners, and C-level execs to get real-time visibility and full control over their burn. There is no other solution like Glean AI on the market today, and CUSTOMERS LOVE IT.

We are a “data-first,” “check-your-ego-at-the-door” pre-Series A startup (backed by Contour Ventures, Portage, B Capital, AmEx Ventures, Infinity Ventures, Parameter Ventures, Clocktower, and Gilgamesh).  Our culture is rooted in experimentation, intellectual curiosity, and openness — providing the ownership and opportunity needed to learn, grow, and scale a game-changing product and company together.

Check out this quick product demo from Finovate to see the magic of Glean AI!

ABOUT THE ROLE

The Accounting channel represents a significant growth avenue for Glean AI as our solution enables accountants and their clients to both work faster and smarter.  As a founding member of the Accounting team, you'll have the opportunity to help build our go-to-market engine and strategy that fuels a key growth driver for the company through accounting firms and financial consulting firms.  We are looking for candidates with experience developing and executing business development strategies, with a proven track record of sourcing and onboarding new partnerships, building trusted relationships with internal stakeholders, scaling the partnerships team, and driving revenue through high volumes of client referrals. 

Reporting into our CEO, the Head of Accounting Partnerships will play a pivotal role in the future of our company, being responsible for a key growth channel and exploring product/marketing relationships as well.  

WHAT YOU'LL DO

• Source, qualify, and sign net new partnerships with accounting and fractional CFO firms 
• Drive revenue for Glean AI, through generating consistent month over month client referrals
• Successfully execute the “sell through” motion by consulting and advising partners on ways they can deliver value to clients with Glean's spend intelligence platform
• Develop and execute on comprehensive strategies that drive outsized production from existing partnerships
• Create, track, and own GTM plans to meet quarterly and annual goals
• Identify multiple stakeholders within top firms, from client-facing staff to managing partners, and solidify a broad network of trusted relationships to drive client referrals
• Educate top accounting firms on Glean's product offering and empower them to articulate the value props to clients
• Become an expert in Glean's product, features, and workflows for accounting partners
• Work cross-functionally across marketing, sales and product & engineering to drive co-marketing opportunities, onboard new clients, and inform our product roadmap
• Maintain a very clean view into current quarter and future quarter opportunities and forecast

WHAT YOU'LL NEED

• Minimum 5 years of experience in Partner Sales, Business Development, Partnership Management, or Channel Partnerships
• Minimum 2 years experience working directly with Top 500 Accounting Firms
• Proven success executing the “sell through” motion
• A strong understanding of the accounting industry and profession, including the nature of the service offerings accounting firms provide their clients
• A history as a top performer, regularly exceeding targets and quotas
• Strong discovery skills, an ability to identify pain points, challenges, goals, and objectives quickly and accurately
• A bias for action and strong desire to work in a fast-paced startup environment
• Can confidently and persuasively tell a compelling story and own the room
• Strong analytical skills and the ability to develop and run long-term account plans
• Strong cross-functional collaborator who can build relationships across the company
• Background in Finance or Accounting is a nice-to-have

COMPENSATION

The annual salary/OTE range for the target level for this role in NYC is $200,000 - $250,000 + target equity + benefits (including medical, dental, vision, and 401k participation)