Partner Operations Lead

About the role

We're seeking an experienced Partner Operations Lead to join our Revenue Operations team and serve as the operational backbone for our growing Partnerships function. This is a high-impact IC role for someone who thrives at the intersection of strategy and execution.

What you will do

• Own and optimize the Partner Operations tech stack, ensuring a best-in-class partner experience across PRM (Salesforce Communities), Tackle.io, Crossbeam, and LMS— managing integrations, improving adoption, and driving continuous improvement
• Implement and manage the PRM platform end-to-end, including deal registration workflows, partner pipeline visibility, rebate/entitlement tracking, partner newsletters, and SFDC integration
• Drive evolution of Partner Program Operations— scaling MDF, building partner tiering frameworks, and providing partners with improved visibility into entitlements, pipeline, and earnings
• Partner with GTM Systems and Deal Desk to manage and optimize the partner price book in our quoting-to-cash process, streamline the closing process for partner-led deals, and improve the overall partner deal experience
• Collaborate with the Partnerships team to identify and implement optimizations across partner workflows, including lead funnel management, onboarding, incentive programs, and partner agreement processes
• Liaise with internal stakeholders in Marketing, Finance, and Business Operations to ensure data integrity for partner tracking and reporting on leads, campaigns, and opportunities
• Lead Strategy and Operations for Marketplace initiatives— ensuring Marketplace data and enrollments are represented in SFDC, defining the post-purchase customer and partner experience, determining how Marketplace purchases integrate into Enterprise contracts, tracking revenue impact, evaluating new Marketplace partners, and building onboarding workflows
• Act as a thought partner to Partnerships leadership, helping set and execute GTM strategy to drive revenue growth through acquisition, expansion, and retention
• Build and maintain reporting infrastructure— developing KPIs, dashboards, and performance metrics that provide actionable insights on partner program health, revenue contribution, and operational effectiveness

About you

• 6+ years of experience in partner operations, channel operations, or sales operations at a high-growth SaaS company, with demonstrated ownership of partner program systems and processes
• Deep Salesforce expertise, including reporting, dashboards, and experience with PRM platforms, CPQ, and partner ecosystem tooling (e.g., Tackle, Crossbeam)
• Proven ability to build operational foundations from the ground up— you've stood up or significantly scaled partner operations frameworks including deal registration, partner tiering, MDF, and incentive programs
• Strong analytical and data modeling skills— proficiency in Excel/Google Sheets and BI platforms, with SQL experience preferred
• Track record of translating complex, cross-functional business problems into clear insights and actionable recommendations for both executive and front-line GTM audiences
• Ownership mindset— accountable, resourceful, and able to turn ambiguity into structured action plans
• Strong collaborator who builds alignment across Partnerships, Sales, Marketing, Finance, and Engineering stakeholders
• Comfortable in a fast-paced environment with the ability to effectively prioritize and manage multiple high-impact initiatives simultaneously

Bonus if you

• Have experience with cloud marketplace operations (AWS, Azure, GCP) and marketplace listing/transaction management tools like Tackle.io
• Have worked in developer tools, infrastructure, or cloud platform companies with both PLG and enterprise sales motions
• Have experience building startup/accelerator partner programs or managing MDF programs at scale
• Have a point of view on how AI and automation can transform partner operations workflows— and have shipped something that demonstrates it

Benefits

• Competitive compensation package, including equity.
• Inclusive Healthcare Package.
• Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
• Flexible Time Off.
• We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.