Partner Strategy & Operations

Responsibilities

• Build and drive the Partnerships operating cadence and collaborate with Revenue Operations to bring partner performance into core GTM rhythms (forecasting, pipeline, business reviews).
• Define, build, and maintain partner performance reporting (KPIs, dashboards, scorecards, deep dives) that leaders and field teams use to manage performance and drive decisions; build or extend select views into partner-facing reporting on partner platforms.
• Partner with GTM Planning and Strategic Finance to shape targets, and own target allocation and rollout so partner teams have clear ownership and understand how success is measured.
• Own and evolve the partnerships data and attribution model, driving the process and system changes needed to accurately capture partner impact across the customer lifecycle.
• Lead strategic, cross-functional initiatives that improve efficiency and effectiveness across Partnerships and the broader GTM organization, including driving automation that reduces manual overhead.

Requirements

• 7+ years of experience in GTM Strategy & Operations at a high-growth technology company, with meaningful exposure driving partner / channel / ecosystem motions.
• Proficiency in Salesforce, data analysis in Sheets/Excel, querying and validating data using SQL (e.g., in Databricks), and building dashboards in BI tools (e.g., Tableau).
• Deep understanding of partnerships data models and KPIs, including how partner impact is tracked and reported across deals.
• Track record supporting and driving GTM operating cadences (forecasting, pipeline reviews, business reviews) with cross-functional stakeholders and partnerships leadership.
• Experience partnering with GTM Planning and Strategic Finance to model targets, owning quota setting for partner teams, and operationalizing coverage models with technical teams.
• Exceptional analytical judgment and business acumen, with a track record of solving complex problems through thoughtful analysis and strategic execution.
• Strong communication and project management skills, with the ability to engage, influence, and align cross-functional teams.
• Ability to operate autonomously and maintain momentum in a rapidly evolving environment.
• Strong organizational skills, with the discipline to prioritize and manage multiple high-impact projects simultaneously.
• Understanding of the AI landscape and how AI solutions solve real-world customer problems.

Nice-to-Haves

• Experience in AI or related high-growth tech environments.