What are the responsibilities and job description for the Sales Development Manager position at Glean?
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
Glean is looking for an energetic, creative, ambitious, and data-driven Sales Development Representative (SDR) Leader to play a key role in setting up and scaling our Nashville team. You will own the day-to-day responsibilities of building and leading a high-performing team of SDRs from the ground up. From recruiting, to coaching, to delivering on KPIs - you will have an opportunity to shape our Business Development processes.
You Will
The standard OTE range for this position is $120,000 - $200,000 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.
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
Glean is looking for an energetic, creative, ambitious, and data-driven Sales Development Representative (SDR) Leader to play a key role in setting up and scaling our Nashville team. You will own the day-to-day responsibilities of building and leading a high-performing team of SDRs from the ground up. From recruiting, to coaching, to delivering on KPIs - you will have an opportunity to shape our Business Development processes.
You Will
- Lead a team of SDRs to generate pipeline and create qualified opportunities for our North American sales team
- Recruit, coach, and mentor SDRs on the floor - shadowing, role plays, process improvement, and performance reporting in recurring 1:1s
- Build repeatable training for the SDR team in sales skills and product/industry understanding
- Consult with Glean’s GTM leadership to build and execute on a strategic growth plan
- Enable the team with company standard sales methodologies
- Leverage creative marketing and sales tactics to help the global SDR team prospect and engage with multiple buyer personas
- Define, manage, and optimize KPIs and metrics by which the SDR 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
- Ensure team members are adhering to Glean's values, driving diversity and inclusion practices
- Foster an amazing culture for the SDR 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/data-driven recommendations
- 4 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record of exceeding goals
- 2 years of experience leading sales development teams with a proven track record of exceeding goals in an outbound sales environment
- Startup and SaaS experience is a big plus!
- Proficiency with Salesforce and other sales enablement tools (i.e. Outreach, Sales Navigator)
- Proven data-driven results - you should know your results and brag about them!
- Validated experience in building and scaling an SDR or BDR team
- A passion and excitement for hiring, with a thoughtful approach to team planning and development
- A love for making an impact and supporting your team’s professional and personal growth
- The ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
- Passion and curiosity around technology with an ability to comprehend and articulate value points to customers and team members
- The desire to work in a fast-paced, “do what it takes” startup culture!
- This role is hybrid in our Nashville office
The standard OTE range for this position is $120,000 - $200,000 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.
Salary : $120,000 - $200,000