Industry Principal, Financial Services & Insurance

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industrys 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.

Recognized by Fast Company as one of the Worlds Most Innovative Companies (Top 10 2025) by CNBCs Disruptor 50 Bloombergs AI Startups to Watch (2026) Forbes AI 50 and Gartners Tech Innovators in Agentic AI Glean continues to accelerate its global impact. With customers across 50 industries and 1000 employees in more than 25 countries were helping the worlds largest organizations make every employee AI-fluent and turning the superintelligent enterprise from concept into reality.

About the Role

Reporting line: This role reports to the VP of Solutions Engineering.

Were hiring an Industry Principal to lead our Financial Services & Insurance (FSI) strategy and execution across the field. Youll serve as the domain voice for banking capital markets and insurance driving revenue impact externally with customers and partners while elevating our internal enablement solutions and product feedback loops. You bring a mix of domain credibility executive presence and handson AI/SaaS experience to shape value narratives accelerate deals and guide productsolution fit for FSI. Drawing on best practices from top AI companies youll create industry value narratives engage Csuite stakeholders and develop thought leadership content that advances our category position.

You Will:

• Be the senior domain advisor across pre and postsales translating FSI business priorities (e.g. operational efficiency risk and compliance productivity customer experience) into concrete Work AI solutions and outcomes.
• Lead Csuite conversations (CIO/CTO/CRO/COO/CMO/Chief Data/AI Officers) and industry analysts; build executive relationships that advance multithreaded valuebased sales cycles.
• Craft and deliver industry value narratives ROI frameworks and reference architectures for banking capital markets and insurance; enable the field with repeatable industry plays and proof packages.
• Drive external visibility through industry thought leadership: publish articles/whitepapers present at conferences and cocreate content with customers and partners.
• Partner with Sales Solutions Engineering Product and Marketing to inform roadmap and packaging for FSI use cases (e.g. agentic workflows for servicing underwriting/suitability knowledge advisor/seller productivity risk and regulatory knowledge management).
• Systematically capture field insights to strengthen productmarket fit; articulate solution requirements back to Product and Engineering.
• Build and mentor an extended virtual tiger team around FSIacross SE PMM Partners and CSto execute the industry plan and achieve pipeline winrate and expansion goals.
• Contribute to analyst engagement and competitive positioning to shape the category narrative.
  
  

About You

• 10 years in Financial Services and/or Insurance ideally with time spent inside a top bank/insurer or at a leading consulting/technology firm focused on FSI transformation.
• Credible executive communicator with a track record engaging Csuite and boardlevel stakeholders; strong pointofview on where AI drives measurable value in FSI.
• Handson familiarity with enterprise AI/LLMs SaaS data governance and security in regulated environments; able to balance innovation with model risk compliance and privacy needs.
• Proven ability to create industry content (presentations whitepapers blogs) and to enable field teams with value messaging and plays.
• Comfortable operating in a highgrowth environment; strong bias to action collaboration and measurable outcomes.