Gavin Guinane, Head of Solutions Engineering (EMEA) at Glean

Pre-Sales Pathways · Sep 7, 2026 · 36m · transcript

After almost 12 years at Salesforce, Gavin Guinane felt disconnected from the tech, so he left leadership to become an IC again at Glean.

Since then, he’s worked on some of the company’s largest and most complex deals, and has built out a local SE team which he now leads.

In our conversation, we get into:

Why prospects are increasingly demanding production-grade solutions in pre-sales

What that means demoing, and the type of SE that Glean now hires for

How the whole account team is “shifting to the right” on technical skills and AI fluency

If you’re looking to make the move from an…