Sales Operations Manager – Channel & Partnerships

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

📋 Description

• Collaborate with Strategic Partner Managers, Partner Development, the Partner Program Manager, Revenue Operations, Sales, Finance, Business Systems, Legal, Enablement, Marketing, and Product to enhance partner operations.

• Evaluate and enhance partner lead submission, routing, attribution, opportunity management, handoffs, reporting, and quote-to-cash processes.

• Assess the adoption and utilization of Euler, Crossbeam, Salesforce, Gong, Looker, ZoomInfo, Clay, and other related GTM systems.

• Provide current-state assessments with prioritized quick wins and long-term operational improvements.

• Refine workflows for partner leads and opportunities to enhance routing accuracy, attribution, pipeline visibility, and accountability.

• Establish submission standards for partner leads via Euler, including required fields, SLAs, review processes, ownership, and follow-up expectations.

• Enhance Crossbeam usage for account mapping, overlap analysis, co-sell opportunities, partner prioritization, and joint pipeline visibility.

• Create and maintain reporting for Partner Sales Managers, Partner Development, Partner Program leadership, Sales leadership, Finance, and Revenue Operations.

• Collaborate with Business Systems, Analytics, and Enablement to define, test, and implement system and workflow improvements.

• Identify and implement automation and AI-driven workflows to minimize manual tasks, enhance data quality, summarize performance, and highlight pipeline risks.

• Oversee operational visibility across partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell pipelines.

• Operationalize partner attribution rules and rules of engagement.

• Analyze partner performance, fit, source quality, deal velocity, conversion rates, attribution, profitability, and revenue contributions.

• Assist in partner QBRs, business reviews, annual planning, and performance discussions with data-informed insights.

• Support Partner Program, Partner Development, and Partner Sales Managers with program infrastructure, partner prioritization, account visibility, pipeline insights, and process clarity.

• Enhance quote-to-cash operations and visibility regarding discounts, reseller margins, referral fees, OEM terms, payment obligations, and revenue recognition considerations.

• Translate business needs into requirements for process, reporting, systems, and enablement enhancements.

⛳️ Requirements

• Proven track record demonstrating the ability to execute the role, build systems, drive alignment, and create significant impact.

• Experience in enhancing partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell operations.

• Capability to diagnose process friction and improve tool adoption, ownership, attribution, data quality, and workflows.

• Strong business partnership and managerial judgment.

• Analytical skills with the ability to convert complex data into actionable insights.

• Ability to drive change through process improvements, data utilization, systems, automation, and AI-enabled workflows.

• Familiarity with Euler, Crossbeam, Salesforce, Gong, Looker, ZoomInfo, Clay, and other related GTM systems.

• Skill in analyzing partner pipeline, conversion rates, sales cycles, win rates, deal velocity, source quality, attribution, account overlap, and revenue contributions.

• Ability to work collaboratively across functions including Sales, Marketing, Customer Success, Partners, Finance, Legal, Enablement, Product, Business Systems, and Revenue Operations.

• Willingness to travel up to 15 days per year; senior management and leadership teams may require travel up to 35 days.

• Must reside in the United States.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Flexible PTO.

• 401(k) matching.

• Incentive stock options (ISOs).

• Volunteer time off.

• Employee Resource Groups.

• Generous professional development program.

• Dedicated annual time off for learning and growth.

• Hands-on AI training with clear guidelines.

• Remote-first work arrangement.

• Mandatory all-company meetings several times a year.

• Required team travel as necessary.