Partner Operations Lead

This is a fully remote position, open to applicants anywhere in the world.

📋 Description

• Take full ownership of the partner technology stack, including CRM partner objects, attribution tools, and portals designed for partners.

• Develop and uphold partner attribution models along with the dashboards that leadership utilizes to assess performance.

• Maintain data integrity and consistency across partner records, deals, and interactions throughout all sub-functions.

• Create and implement partner onboarding, tiering, and certification initiatives.

• Manage the RFC / DRI decision-making framework for the partnerships team, ensuring its effective use and ongoing refinement.

• Oversee deal registration and coordinate account ownership processes to ensure internal teams remain in sync regarding partner-sourced deals.

• Develop and maintain playbooks, standard operating procedures (SOPs), and training materials that enable team scalability without your presence in every meeting.

• Implement internal automations that minimize manual operational tasks, such as auto-generated partner performance reports, HubSpot-to-Slack integrations, or deal-conflict alerts, utilizing AI-assisted development tools like Claude Code.

• Prototype and deploy lightweight internal applications and dashboards (e.g., partner health scorecards, RFC trackers, cross-tool synchronization) without relying on a shared data engineering backlog.

• Act as the technical owner of partnerships' internal tools: write specifications, build, test, launch, and maintain them.

• Generate regular performance reports regarding partner-attributed revenue and pipeline impact.

• Manage the metrics and KPI framework utilized to evaluate the partnerships team.

• Assist with quarterly business reviews (QBRs) and board-level reporting on partnership performance.

• Contribute to the strategy for partner segmentation, tiering, and prioritization, applying data and operational realities to guide team investment.

• Question existing assumptions in partnership operations (such as tiers, incentive structures, and resource allocation) based on insights from the systems you manage.

• Collaborate with the Head of Partnerships during strategic planning cycles, translating operational insights into actionable recommendations beyond mere dashboards.

• Execute the agreed-upon strategic direction: once a decision is made, lead the operational and cross-functional efforts to bring it to fruition.

• Serve as the link between Partnerships, Sales, RevOps, Legal, and Finance.

• Ensure that partner agreement terms are accurately represented in systems and reporting.

⛳️ Requirements

• A minimum of 7 years in partner operations, revenue operations, or a related operational role, with experience in designing (not just executing) scalable programs.

• Demonstrated ownership of a partner or revenue technology stack - you have made the build/buy/migrate decisions rather than just managing a pre-existing setup.

• Ability to function as the operational representative in executive-level discussions, including QBRs, board preparation, and cross-functional planning.

• Proficient in AI-assisted development (such as Claude Code or similar) - capable of scoping problems, crafting effective prompts, critically evaluating outputs, and delivering tangible results.

• A well-formed perspective on partner economics - including revenue share modeling and customer lifetime value (LTV) by partner type - that can guide deal structuring, rather than merely tracking it post-signature.

• A history of influencing strategic decisions rather than solely implementing them - able to critically evaluate a plan in discussions and take charge of execution once a direction is established.

• Experience in managing a small team or maintaining dotted-line relationships across different regions or sub-functions.

• Exceptional written communication skills - capable of transforming ambiguity into clear frameworks or concise decision documents.

🏝️ Benefits

• Fully Remote

• ESOP

• Tech Allowance

• Health Benefits

• Annual Off-Sites

• Flexible Work

• Professional Development