Partner Operations Lead

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 the Partner Program— launching 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