Partner Operations Lead
Lead partner operations for Vercel's growing Partnerships function, owning systems, processes, and analytics across PRM, Marketplace, and partner programs to drive revenue growth. Requires 6+ years in partner/channel/sales ops at a high-growth SaaS company with deep Salesforce and PRM expertise.
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
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