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, encompassing onboarding, tiering, certification, and renewals.

• Create and consistently enhance partner processes to ensure they are scalable, uniform, and user-friendly for both partners and internal teams.

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

• Develop and maintain dashboards and reports that provide visibility into the partner pipeline, bookings, and program health for Partner, Sales, and executive leaders.

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

• Administer partner incentive programs, such as MDF, rebates, and SPIFFs, in coordination with Finance and Legal departments.

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

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

• Document processes, policies, and playbooks, ensuring that program guidelines are up-to-date and accessible.

• Mentor junior team members and work in collaboration with Sales Ops, Marketing Ops, and Process & Systems on cross-functional initiatives.

⛳️ Requirements

• 7-10 years of experience in partner operations, channel operations, or revenue operations, with extensive knowledge of B2B SaaS partner programs (reseller, referral, marketplace, SI, and technology alliance models).

• Strong proficiency in Salesforce and PRM platforms, including partner data models, deal registration, and attribution.

• Demonstrated ability to design, document, and scale processes across multiple teams and regions.

• Exceptional analytical skills, capable of transforming partner data into actionable insights, dashboards, and recommendations for leadership.

• Excellent communication and stakeholder management skills, with experience in influencing without direct authority across Sales, Marketing, Finance, and Legal sectors.

• Knowledge of partner incentive and compensation structures, including MDF, rebates, and partner discounts.

• Familiarity with using conversational AI systems (such as Claude, ChatGPT, and internal chatbots) for research, analysis, process documentation, and reporting, as well as applying AI to automate routine partner operations tasks.

• Experience in supporting partner programs through mergers or acquisitions, or integrating two go-to-market organizations.

• Understanding of cloud marketplace listings and co-sell programs (AWS, Azure, GCP).

• Background in data, analytics, or developer-centric products such as data integration, transformation, or warehousing.

• Experience with partner enablement and certification initiatives.

• Salesforce Administrator certification or hands-on experience in configuring Salesforce workflows and reports.

🏝️ Benefits

• 100% employer-covered medical insurance.

• Generous paid time off, including vacation or flexible/unlimited vacation depending on the role and country, along with paid sick leave, inclusive parental leave, paid holidays, a year-end Global Week of Rest, and volunteer days off.

• RSU stock grants.

• Opportunities for professional development and training.

• Company-sponsored virtual happy hours, complimentary meals, and enjoyable team-building activities.

• Monthly cell phone allowance.

• Access to an innovative mental health support platform offering personalized care and resources in areas such as therapy, coaching, and self-guided mindfulness exercises for all covered employees and their dependents.