Head of Sales, APJ

About Glean

Glean is seeking a dynamic, strategic, and inspiring Head of Sales to drive growth, coach high-performing teams, and set a new standard for sales excellence in the enterprise space. Below is a synthesized job description reflecting Glean’s mission, culture, and sales leadership expectations:

Glean’s mission is to make knowledge work faster and more humane, connecting enterprise knowledge with AI for transformative workflows. Founded by former Google and Facebook engineers, Glean is backed by top-tier venture capitalists and staffed by leaders from industry-defining organizations. The culture is rooted in curiosity, creativity, inclusion, and a passion for impact.

Role Overview

As the Head of APJ Sales for Glean, you will lead all of sales management and their account executive (AE) teams across the Asia-Pacific and Japan region, setting the strategic direction for sales while ensuring operational excellence. Your mission is to drive substantial bookings growth, scale high-performing teams, and establish a best-in-class sales culture that positions us as a leader in the AI SaaS market.

Key Responsibilities

• Lead and Inspire Teams: Manage and motivate a team of front-line Sales Managers and AEs, setting ambitious bookings targets and driving consistent over-achievement.
• Execute Strategic Growth Plans: Partner with global go-to-market (GTM) leadership to implement region-specific strategies, processes, and systems tailored to APJ enterprise clients, focusing on verticals like technology, finance, and manufacturing.
• Optimize Sales Processes: Instill repeatable sales methodologies and training programs to boost rep productivity, addressing the complexity of AI solution sales with usage-based pricing.
• Define and Track KPIs: Develop and manage APJ-specific sales KPIs (e.g., bookings per rep, win rates, Global 2000 penetration), dashboards, and forecasting in Salesforce for transparency and growth tracking.
• Collaborate Cross-Functionally: Work closely with Marketing, Product, and Enablement teams to refine GTM motions, ensuring alignment with APJ market dynamics and AI product innovations.
• Foster Inclusive Culture: Model and reinforce a sales culture of respect, integrity, inclusion, and transparency, championing diversity, equity, and inclusion (DEI) initiatives across diverse APJ markets.
• Drive Operational Excellence: Identify opportunities to streamline systems, coach managers, and scale operations, reducing sales cycle friction.
• Ensure Pipeline and Deal Quality: Implement best practices for pipeline generation, customer engagement, and deal execution, targeting 30% of APJ bookings from Global 2000 clients.
• Build Leadership Bench: Hire, mentor, and retain top sales talent, strengthening leadership and AE capabilities through targeted development programs.
• Act as a Role Model: Exemplify ethical, skillful, and data-driven leadership, raising the bar for sales excellence across APJ.
• Shape Global Strategy: Contribute to global sales strategy forums, sharing APJ learnings to influence the company’s trajectory.
  
  

Minimum Qualifications

• 10+ years of experience as a front-line enterprise sales manager in SaaS or technology, with additional experience managing managers in multi-team leadership roles.
• Proven ability to lead and scale high-performing sales organizations in APJ, ideally in enterprise AI or SaaS.
• Demonstrated success in meeting or exceeding bookings targets, with a focus on enterprise segments (e.g., $1M+ ACV deals).
• Track record of hiring, coaching, and developing sales leaders and AEs in diverse, multi-country teams.
• Fluency in Salesforce and modern sales tech stacks (e.g., Clari, Gong), with data-driven decision-making skills.
• Exceptional communication, collaboration, and cross-functional leadership, with experience navigating APJ’s cultural and economic diversity.
• Experience fostering inclusive team cultures and championing DEI initiatives.
  
  

Preferred Qualifications

• Second-line leadership experience (managing managers) in enterprise AI or SaaS at a high-growth company.
• Deep understanding of APJ enterprise markets, including verticals like technology, finance, or electronics, with a track record of Global 2000 wins.
• Strong business acumen, analytical skills, and executive presence for engaging C-level stakeholders.
• Passion for building scalable systems, experimenting with AI-driven sales tools, and driving continuous improvement.
• Fluency in key APJ languages (e.g., Japanese, Mandarin) is a plus.
  
  

Compensation, Benefits, And Culture

• Competitive base salary, performance-based On-Target Earnings (OTE), and meaningful equity.
• Comprehensive benefits, including medical, dental, vision, superannuation/pension plans, and stipends for wellness, learning, and home office setup.
• Flexible, inclusive work environment with a commitment to professional and personal growth.
• Opportunity to thrive in a diverse, mission-driven team passionate about advancing enterprise AI.
  
  

Location

This role is based in a major APJ hub (e.g., Singapore, Tokyo, Sydney, or Bangalore), with hybrid work options.

Requires up to 50% travel across APJ to meet clients, attend industry events, and visit regional offices.

P.S. Mention Tech in Asia Jobs when you apply! Helps keep the good stuff coming