Senior Partner Operations Manager

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Oversee the daily operations of the Fivetran and dbt Labs partner programs, which encompass onboarding, tiering, certification, and renewals.

• Develop and continuously enhance scalable and consistent processes for partners.

• Manage partner data and systems within Salesforce and the PRM platform, focusing on deal registration, lead routing, and tracking partner-sourced and influenced attribution.

• Create and maintain dashboards and reports that provide insights into partner pipeline, bookings, and overall program health.

• Collaborate with Partner Management, Sales, Marketing, and Finance to establish and monitor KPIs, objectives, and incentives.

• Administer partner incentive programs, including MDF, rebates, and SPIFFs, in partnership with Finance and Legal teams.

• Facilitate the integration of Fivetran and dbt Labs partner programs by aligning policies, processes, and tools.

• Conduct regular business reviews and forecasting sessions, highlighting risks, trends, and opportunities.

• Document processes, policies, and playbooks for future reference.

• Mentor junior team members and engage in collaborative cross-functional initiatives.

⛳️ Requirements

• 7-10 years of experience in partner operations, channel operations, or revenue operations.

• Extensive knowledge of B2B SaaS partner programs, including reseller, referral, marketplace, SI, and technology alliance models.

• Proficient in Salesforce and PRM platforms, with a strong understanding of partner data models, deal registration, and attribution methods.

• Capability to design, document, and scale processes across various teams and regions.

• Strong analytical skills with the ability to transform partner data into insights, dashboards, and actionable recommendations.

• Exceptional communication and stakeholder management abilities.

• Experience in influencing stakeholders without direct authority across Sales, Marketing, Finance, and Legal departments.

• Familiarity with partner incentive and compensation structures, including MDF, rebates, and partner discounts.

• Proficient in using conversational AI systems such as Claude, ChatGPT, and internal chatbots for research, analysis, documentation, reporting, and automation.

• Knowledge of cloud marketplace listings and co-sell programs is advantageous.

• Previous experience supporting partner programs through mergers or acquisitions is a plus.

• Salesforce Administrator certification or practical experience with Salesforce workflow and report configuration is beneficial.

🏝️ Benefits

• 100% employer-paid medical insurance.

• Generous paid time away from work, which includes paid vacation or flexible/unlimited vacation based on the role and country.

• Paid sick leave.

• Inclusive parental leave policy.

• Paid holidays, featuring a year-end Global Week of Rest.

• Volunteer days off.

• RSU stock grants.

• Opportunities for professional development and training.

• Company-hosted virtual happy hours, complimentary food, and enjoyable team-building activities.

• Monthly cell phone stipend.

• Access to an innovative mental health support platform providing therapy, coaching, and self-guided mindfulness exercises for eligible employees and their dependents.