Strategic Operations Manager - Partnerships
Job Summary
The Strategic Operations Manager - Partnerships will play a pivotal role in Relay's growth journey by owning the revenue planning process for the A&B sales channel, developing go-to-market frameworks, and designing enablement, data, and operational tools for accounting and bookkeeping professionals.
Responsibilities
Own the revenue planning process for the A&B sales channel, including annual planning, quota design, territory modeling, and headcount forecasting.
Develop and maintain channel-specific go-to-market frameworks that define how we acquire, activate, and expand relationships with accounting and bookkeeping professionals.
Identify and drive strategic growth opportunities within the A&B segment and present data-backed recommendations to senior leadership to optimize partner sales in alignment with business priorities.
Lead the end-to-end sales process for A&B channel reps, from prospecting through close and handoff.
Partner with Sales Enablement to ensure Sales team has the playbooks, tools, and training needed to effectively engage accounting and bookkeeping professionals.
Maintain pipeline management best practices, deal inspection cadences, and stage conversion optimization using modern B2B go-to-market motions and key revenue metrics.
Optimize the partner onboarding journey, reducing time to value and friction points.
Build and maintain dashboards and reporting frameworks that provide real-time visibility into channel health, pipeline trends, rep performance, and revenue attainment.
Conduct deep-dive analyses on funnel conversion, churn risk, partner engagement, and seasonal trends specific to the A&B market.
Establish and monitor channel KPIs, including ARR/MRR growth, client referral rates, partner retention, and bookings velocity.
Uncover insights, including tracking the realized value Relay delivers to partners' clients (e.g., cash flow impact, workflow ROI).
Design and maintain a partner-facing dashboard for incentive tracking, performance metrics, and earned rewards, while partnering with RevOps and Data to automate reporting workflows, set topline goals, and integrate performance tracking into internal systems.
Administer and optimize CRM workflows, data hygiene, and automation relevant to the A&B channel (e.g., Salesforce, HubSpot).
Evaluate and implement tools that improve prospecting, pipeline visibility, and partner relationship management.
Ensure data integrity across all systems that feed A&B channel reporting.
Owning and iterating on tools, systems, and processes to improve partner lifecycle management, drive partner engagement, and achieve key revenue driving metrics.
Act as the primary RevOps liaison to the A&B channel sales team, ensuring alignment between field execution and company revenue goals.
Partner with Marketing to define channel-specific demand generation programs, lead routing, and campaign attribution.
Collaborate with Finance on revenue forecasting, commission plan design, and deal desk processes.
Work with Product and Customer Success to surface A&B partner feedback and inform roadmap prioritization.
Requirements
4+ years of experience in sales or partner enablement, partnerships, consulting, strategy and business operations, sales operations, or other sales channel-facing roles.
Strong analytical skills with the ability to turn complex data sets into clear, actionable insights.
Proficient with CRM platforms (Salesforce and HubSpot) and BI/reporting tools (e.g., Metabase, Tableau, Looker, or similar).
Able to communicate effectively in cross-functional environments and translate complexity into clarity.
Curious about how AI and technology can improve workflow and explore ways to make partner enablement more scalable and intelligent.
Bonus Points
Experience working with accounting firms, GTM partner programs, or B2B software ecosystems.
Experience building RevOps infrastructure from the ground up or scaling operations in a high-growth environment.
Familiarity with data infrastructure and analytics tools (e.g., dbt, BigQuery, Snowflake, Metabase, Looker).
Experience working directly with AI agents, LLM-based applications, or prompt engineering in a production environment.
Experience supporting a PLG and sales-assisted hybrid GTM motion.
Background in fintech or SMB-focused SaaS environments.
Experience working directly with SMBs in North America.
Qualifications
Systems thinking with a focus on execution, able to take ideas from concept to launch and scale them effectively.
Ability to take initiative, be comfortable taking risks, and seek input when needed.
Pride in work, commitment to following through on commitments, and a sense of responsibility for outcomes, not just tasks.
Active exploration of ways to embed AI into workflow and bring team along.
Comfort with complexity and ambiguity, enjoying tackling problems without a playbook, and building from scratch.
Seeking out feedback, seeing directness as respect, and using feedback as fuel for improvement.
Passion for small businesses, aligning mission with personal values.
Benefits
Compensation approach follows impact, with annual salary range of $130,500 USD to $166,750 USD.
Typical starting salary for candidates who demonstrate full readiness for the defined scope of the role is $145,000 USD.
Offers above this point reflect impact that meaningfully exceeds the role’s defined expectations or an expanded scope from day one.
Interview Process
Stage 1: A 30-minute Google Meet video call with a member of the Talent team
Stage 2: A 45-minute Google Meet video call with the Director, Revenue Operations and the Director, Sales
Stage 3: A 45-minute Google Meet video call with a member of the Leadership team
Stage 4: A take-home case study followed by a 60-minute Google Meet video call with our team