Head of Sales, APJ
Head of Sales, APJ
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Job Description
About Glean:
Founded in 2019 Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find organize and share information across their teams. By integrating seamlessly with tools like Google Drive Slack and Microsoft Teams Glean ensures employees can access the right knowledge at the right time boosting productivity and collaboration. The companys cutting-edge AI technology simplifies knowledge discovery making it faster and more efficient for teams to leverage their collective intelligence.
About the Role:
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.
You will:
- 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 companys trajectory.
About you:
- 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 APJs 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.
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.
Compensation & Benefits:
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 are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. Were 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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Required Experience:
Director
Employment Type
Full Time
