Director, Sales Strategy and Operations – Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of segmentation, partner tiering, and the design of the book of business across Business Development and Partner Success.

• Collaborate with GTM Finance on developing the capacity model, setting quotas, and formulating the headcount plan.

• Establish metrics and instrumentation for the business, covering in-year GBV, partner-sourced pipeline, and Engine X attachment.

• Create and manage the partnerships operating cadence, including annual planning, tier calibration, weekly and monthly pipeline reviews, and quarterly business reviews with strategic partners.

• Standardize the operational process by defining partner types, handoffs, stages, exit criteria, and rules of engagement.

• Work alongside Revenue Enablement to convert strategy into training, playbooks, and tools utilized by the field.

• Collaborate with GTM Finance on compensation design and visibility.

• Oversee partner economics in conjunction with GTM Finance, including revenue-sharing models, contract structures, and deal desk operations.

• Develop the AI strategy for partnerships and lead the implementation in areas such as partner scoring, pipeline forecasting, deal desk, and insights for representatives.

• Partner with GTM Systems to ensure the tools, AI, and insights utilized by the field are effective.

• Experiment with hypotheses regarding segmentation, coverage, and productivity, translating findings into actionable decisions.

⛳️ Requirements

• A minimum of 10 years in strategy & operations or revenue operations, with significant experience within a partnerships or channel organization in a high-growth B2B SaaS, fintech, or marketplace environment.

• Proven experience as the primary strategic and operational partner to a VP or C-level revenue leader.

• A well-defined perspective on the role of AI and automation in a contemporary partnerships strategy, along with a track record of successful implementation at scale.

• Extensive knowledge of partner economics and mechanics, including partner tiering, indirect pipeline forecasting, partner attribution modeling, revenue-sharing models, contract structures, and deal desk processes.

• Strong analytical capabilities with a tendency to build models independently before delegating them.

• Demonstrated ability to influence senior leaders without direct authority, particularly in discussions with strong opinions and conflicting priorities.

🏝️ Benefits

• Competitive base salary aligned with the role and experience, along with opportunities for bonuses, commissions, and equity.

• Explore our complete benefits package at http://engine.com/culture.