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ClayClayNew York, NY

Partner Manager

Manages enterprise solutions-partner relationships and drives partner-sourced and partner-influenced pipeline through co-selling, account mapping, referrals, and joint go-to-market execution. Requires 4–7+ years in B2B SaaS sales, partnerships, business development, or ecosystem roles.

130k – 200k/yr
Hybrid4+ YOEPartnerships

About the role

Responsibilities

Partnership Ownership

  • Own a portfolio of enterprise-focused Solutions Partners, with responsibility for partner-sourced and partner-influenced pipeline, deal progression, and revenue.
  • Refine Clay’s enterprise co-sell frameworks and partner engagement model.

Co-sell Execution

  • Lead enterprise co-sell motions from referral through close, partnering with GTM Engineers on opportunity strategy.
  • Run account mapping and pipeline reviews to identify whitespace, expansion paths, and partner-led entry points.
  • Translate successful approaches into scalable infrastructure, including tooling, playbooks, and repeatable workflows.
  • Maintain rigor across deal registration, partner engagement, and pipeline hygiene.
  • Manage partner capacity and capability alignment to match opportunities with proven domain expertise.

Market Activation and Collaboration

  • Drive joint go-to-market efforts with partners, including co-hosted webinars, executive roundtables, and thought leadership.
  • Collaborate with GTM Ops, Solutions Engineering, Legal, and Sales Leadership on deal routing, attribution, and forecasting.
  • Support the evolution of partner-led sales motions, including reseller opportunities for lower-touch segments.

Requirements

  • 4–7+ years of experience in sales, B2B partnerships, business development, or ecosystem roles at a B2B SaaS company.
  • Hands-on experience working with solutions partners, agencies, or systems integrators, especially in enterprise co-sell, referral, or partner-sourced revenue motions.
  • Strong familiarity with account mapping, pipeline reviews, and deal collaboration between internal sales teams and external partners.
  • Comfortable operating cross-functionally with Sales, GTM Ops, Legal, and Solutions teams.
  • Sales-minded and outcomes-oriented, with comfort being measured on pipeline creation, deal influence, and revenue impact.
  • Able to operate with structure and rigor while building trust-based, high-leverage partner relationships.
  • Comfortable engaging at the executive level with partners and internal sales leadership.

Nice to Have

  • Experience working alongside sales engineering, RevOps, or GTM teams.
  • Familiarity with Clay, Crossbeam, Retool, Dust, or similar platforms.

Skills

B2B SaaSaccount mappingPipeline Managementco-sellingdeal registrationRevenue OperationsSales EngineeringGo-to-Market StrategycrossbeamRetooldust

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