Head of Partner Programs, Strategy and Operations

About the role

The organization is seeking a Head of Partner Programs, Strategy and Operations to build and own the operating system that enables the partnerships business to scale. Sitting within Revenue Operations, this role serves as the connective tissue between partner strategy and company-wide systems, data, processes, and commercial infrastructure. This high-leverage position operates at the intersection of Partnerships, Revenue Operations, Systems, Data, Finance, and Legal. While Partner Managers manage relationships and commercial execution, this role owns the underlying operational infrastructure, assists in co-authoring partner strategy, establishes reporting and performance metrics for executive leadership, architects processes across multiple partner motions, and ensures commercial mechanics run reliably across technology, agency, integration, and strategic partner ecosystems.

Job Title: Head of Partner Programs, Strategy and Operations • Employment Type: Full time • Location: United States

Responsibilities

• Build the operating system for partnerships by establishing processes, systems, data models, and governance to operate as a measurable, scalable revenue channel, defining clear ownership across cross-functional stakeholders.
• Architect partner motions and commercial models from acquisition, qualification, onboarding, and activation through revenue generation, expansion, and renewal in collaboration with Revenue Operations and partnership leadership.
• Translate strategy into operational models, including workflows, incentives, tiering, deal mechanics, attribution, systems requirements, and performance measurement.
• Establish a trusted measurement and reporting layer for leadership visibility, instrumenting definitions and dashboards for agency funnels, integration adoption, partner-involved ARR, sourced/influenced/managed attribution, and partner cohort net revenue retention (NRR).
• Turn partner data into a decision-making framework, identifying data quality gaps, establishing data ownership, and driving upstream remediation to guide resource allocation and investment decisions.
• Own partner systems architecture in collaboration with Systems and Data Engineering, defining requirements and roadmaps across platforms such as Salesforce, PartnerStack, Crossbeam, and related tooling to ensure clean data flow, reporting usability, and automation.
• Drive ambiguous cross-functional initiatives to execution by structuring requirements, assigning ownership, and delivering working operating models across departments.
• Optimize economics and operational efficiency across the partner lifecycle by using operational data to identify friction or revenue leakage, developing business cases for automation or tooling, and measuring productivity impact.
• Oversee partner agreement and amendment administration in coordination with Legal, as well as revenue-share operational tracking and payout processes in coordination with Finance.

Qualifications

• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, Partner Operations, Strategy & Operations, or a related function within a B2B SaaS environment, working across multiple go-to-market functions.
• Direct operational experience in partnerships within the required background.
• Proven experience building an operating function from the ground up, including establishing processes, systems, reporting, and governance where no mature operating model previously existed.
• Deep understanding of partner-led motions across agencies, technology and integration partners, channel programs, or strategic partnerships, including partner economics, attribution models, incentive structures, deal registration, and lifecycle management.
• Demonstrated systems-thinking mindset with a focus on designing root-cause workflows, data models, and automations rather than manual workarounds.
• Strong analytical instincts with experience analyzing funnel, pipeline, revenue, cohort, and attribution data, translating executive business questions into underlying technical requirements.
• Proven cross-functional leadership ability to align diverse stakeholders around shared operating models and drive initiatives forward without direct formal authority.
• Range to operate seamlessly between high-level partner strategy and granular operational details, such as attribution rules, CRM workflows, and revenue-share calculations.
• Comfort navigating ambiguity, defining structure in evolving environments, and making sound operational decisions with incomplete information.
• Excellent written and verbal communication skills, including the ability to write executive proposals, translate business needs into technical engineering requirements, and author actionable documentation.
• Strong operational ownership, practical judgment, and a commitment to overall revenue system performance.
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