About Glean: Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, 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 - without vendor lock-in or costly implementation cycles. 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. If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company. About the Role:

In this role, you’ll lead high-impact business value assessments for Glean’s largest and most strategic customers, partnering closely with sales and customer stakeholders to tie Glean directly to their key business objectives. You’ll build and operationalize robust ROI/TCO models, workshops, and executive-ready narratives that quantify value, shape transformation roadmaps, and drive measurable outcomes. You’ll collaborate with cross-functional teams to pilot new value offerings, refine our Business Value Program, and scale value selling practices across the field. You’ll also represent Glean externally through webinars and events, showcasing how customers use Glean to unlock meaningful business impact.

You will:

• Lead business value assessments for our largest deals and most strategic customers, working closely with customers to identify key business drivers and quantify the business value Glean delivers to our customer’s business objectives
• Develop in-depth ROI/TCO value models to quantify business value that can be achieved through Glean
• Facilitate blueprint and use case workshops with customer stakeholders to substantiate business cases, identify success criteria, drive customer success planning, and ongoing change management and enablement
• Partner with sellers to lead value-based discovery sessions with technical and business stakeholders to drive key objectives and measurable outcomes
• Craft and deliver executive level presentations to CxOs
• Perform strategic analyses in support of sales opportunities, identifying areas where Glean can add value to customers' business operations.
• Develop and operationalize models, processes, and materials (e.g., talk tracks) to drive continuous improvement in our Business Value Program.
• Pilot, test and validate new business value offerings / programs in partnership with GTM teams
• Assist with Glean’s ongoing field enablement efforts with value selling training, designing new training curriculum, knowledge management, etc
• Build external presence via delivery of webinars and other events to communicate Glean’s value to our customers in achieving key transformation initiatives

About you:

• Experienced in 6+ years working in a related field with 4+ years experience in: running business value assessments; management consulting or IT consulting with proven track record of advising senior business stakeholders; enterprise sales or other equivalent experience
• Someone who holds a BA in Engineering, Economics, Finance, or other analytical field required, MBA or other advanced degree strongly preferred
• Outstanding in your analytical abilities, verbal and written communication skills
• An exceptionally strong presenter with demonstrated experience in client-facing role or working with C-suite executives
• Someone who brings a strategic, consultative mindset
• Confident in building financial models and analyzing businesses
• Passionate about coaching other and comfortable working and leading cross-functional teams
• Comfortable building relationships with Glean’s most seasoned and successful sellers and adopt a consultative approach to advising our Majors sales team
• Highly analytical and comfortable with complex data sets
• Creative problem solver who thrives with ambiguity
• Equally comfortable with the big picture and with the details
• Experience in a SaaS company in a complex sales-cycle.
• Excited to work with engineering, marketing, sales, finance and other functions

Location:

• This role is hybrid (4 days a week in our NYC office)

Compensation & Benefits:

The standard On-Target-Earnings for this position is $200,000 - $250,000 annually. 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.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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AI-First Mindset at Glean: At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required. Global Data Privacy Notice for Job Candidates and Applicants: Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement.
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