Senior Channel Sales Operations Specialist
Summary
Clio is on a mission to scale its GTM operations by seeking a Senior Channel Sales Operations Specialist to lead transformative initiatives that will drive operational excellence across its partner ecosystem. This role is tailored for seasoned professionals with a passion for strategic impact and a proven track record in building and scaling channel and partner operations in a high-growth SaaS environment.
Who you are
The ideal candidate has a genuine passion for partner-led growth, deep familiarity with channel program economics, and the ability to translate that into scalable processes and tooling. This role is cross-functional with deep partnerships across Sales, Channel, Customer Success, Marketing, Finance, and Legal.
What you'll be doing
Own the operational infrastructure for Clio's global partner ecosystem across reseller and referral segments
Design and maintain partner-attributed pipeline tracking, ensuring accurate sourced vs. influenced vs. co-sell categorization in Salesforce
Build and maintain channel reporting frameworks: partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and partner contribution by tier
Support the operational infrastructure behind partner programs, ensuring efficient execution, accurate tracking, and a seamless partner experience
Partner Performance & Pipeline Support partner pipeline inspection and forecast roll-ups alongside Channel Sales Leadership
Develop reporting and insights that help drive partner growth and improve program performance
Build channel-specific territory and routing logic to ensure partner-sourced leads and registered deals are handled with appropriate priority and attribution integrity
Program & Systems Administration Own configuration and adoption of partner-facing and partner-adjacent tools (e.g., partner portal, Salesforce channel specific objects, ChiliPiper routing for partner referrals)
Maintain documentation and training materials for channel processes, rules of engagement, and partner program policies
Support partner program tier management — tracking partner certifications, activity thresholds, and tier qualification criteria
Demonstrated ability to use AI enabled tools to streamline workflows, generate insights, and scale operational processes
Cross-Functional Collaboration Partner with Channel Sales, Marketing, Legal, and Finance to operationalize go-to-market motions including co-marketing campaigns, channel incentive programs, and partner enablement launches
Serve as the channel operations subject matter expert in cross-functional planning cycles (annual planning, QBRs, GTM launches)
Prioritize and support ad hoc requests, partner escalations, and troubleshooting
What you bring
4+ years of relevant experience in Sales Operations or Channel/Partner Operations at a technology company
Experience supporting partner, channel, or indirect revenue programs in a high growth SaaS environment
Familiarity with channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin/discount governance
Proficient knowledge of Salesforce objects, object relationships, and reporting — including channel-specific objects (Partner, Opportunity splits, lead source attribution); Salesforce Admin certification is a bonus
Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred
Experience with sales and channel tech stack tools: SalesLoft, ChiliPiper, Gong, ZoomInfo
High proficiency in Google Sheets or Excel for building channel performance models and program tracking
High proficiency in BI tools, analyzing data, and extracting insights — particularly for partner contribution and pipeline attribution reporting
Meticulous organization, high standards of accuracy, and strong attention to detail
Proven ability to manage org-wide change, particularly in operationalizing new partner program structures
Demonstrated ability to identify operational challenges and build scalable solutions that improve efficiency and business outcomes