Head of Sales, Apjnew

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:
**About Glean**:
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.
- Oppor