Head of Partner Programs, Strategy and Operations

About the Opportunity
The organization is seeking a Head of Partner Programs,
Strategy and Operations to build and own the operating
system that enables the partnerships business to scale.
Sitting within Revenue Operations, this role serves as the
connective tissue between partner strategy and
company-wide systems, data, processes, and commercial
infrastructure.
This high-leverage position operates at the intersection
of Partnerships, Revenue Operations, Systems, Data,
Finance, and Legal. While Partner Managers manage
relationships and commercial execution, this role owns the
underlying operational infrastructure, assists in
co-authoring partner strategy, establishes reporting and
performance metrics for executive leadership, architects
processes across multiple partner motions, and ensures
commercial mechanics run reliably across technology,
agency, integration, and strategic partner ecosystems.
Role Details
• Job Title: Head of Partner Programs, Strategy and
Operations
• Employment Type: Full time
• Location: United States
Key Responsibilities
• Build the operating system for partnerships by
establishing processes, systems, data models, and
governance to operate as a measurable, scalable revenue
channel, defining clear ownership across cross-functional
stakeholders.
• Architect partner motions and commercial models from
acquisition, qualification, onboarding, and activation
through revenue generation, expansion, and renewal in
collaboration with Revenue Operations and partnership
leadership.
• Translate strategy into operational models, including
workflows, incentives, tiering, deal mechanics,
attribution, systems requirements, and performance
measurement.
• Establish a trusted measurement and reporting layer for
leadership visibility, instrumenting definitions and
dashboards for agency funnels, integration adoption,
partner-involved ARR, sourced/influenced/managed
attribution, and partner cohort net revenue retention
(NRR).
• Turn partner data into a decision-making framework,
identifying data quality gaps, establishing data
ownership, and driving upstream remediation to guide
resource allocation and investment decisions.
• Own partner systems architecture in collaboration with
Systems and Data Engineering, defining requirements and
roadmaps across platforms such as Salesforce,
PartnerStack, Crossbeam, and related tooling to ensure
clean data flow, reporting usability, and automation.
• Drive ambiguous cross-functional initiatives to
execution by structuring requirements, assigning
ownership, and delivering working operating models across
departments.
• Optimize economics and operational efficiency across the
partner lifecycle by using operational data to identify
friction or revenue leakage, developing business cases for
automation or tooling, and measuring productivity impact.
• Oversee partner agreement and amendment administration
in coordination with Legal, as well as revenue-share
operational tracking and payout processes in coordination
with Finance.
Required Qualifications
• 7+ years of experience in Revenue Operations, Sales
Operations, Business Operations, Partner Operations,
Strategy & Operations, or a related function within a B2B
SaaS environment, working across multiple go-to-market
functions.
• Direct operational experience in partnerships within the
required background.
• Proven experience building an operating function from
the ground up, including establishing processes, systems,
reporting, and governance where no mature operating model
previously existed.
• Deep understanding of partner-led motions across
agencies, technology and integration partners, channel
programs, or strategic partnerships, including partner
economics, attribution models, incentive structures, deal
registration, and lifecycle management.
• Demonstrated systems-thinking mindset with a focus on
designing root-cause workflows, data models, and
automations rather than manual workarounds.
• Strong analytical instincts with experience analyzing
funnel, pipeline, revenue, cohort, and attribution data,
translating executive business questions into underlying
technical requirements.
• Proven cross-functional leadership ability to align
diverse stakeholders around shared operating models and
drive initiatives forward without direct formal authority.
• Range to operate seamlessly between high-level partner
strategy and granular operational details, such as
attribution rules, CRM workflows, and revenue-share
calculations.
• Comfort navigating ambiguity, defining structure in
evolving environments, and making sound operational
decisions with incomplete information.
• Excellent written and verbal communication skills,
including the ability to write executive proposals,
translate business needs into technical engineering
requirements, and author actionable documentation.
• Strong operational ownership, practical judgment, and a
commitment to overall revenue system performance.
• Demonstrated fluency using AI tools and large language
models to accelerate operational workflows, develop
queries, write requirements, audit data quality, and
document processes.
• Experience designing operations for AI-integrated
environments, including maintaining structured schemas,
canonical data definitions, and clean system interfaces.
• Analytical capability to critically validate
AI-generated outputs, identify errors or invalid
assumptions, and apply first-principles analysis.
Compensation and Benefits
The listed pay ranges reflect total cash compensation
inclusive of annual base salary and applicable annual
bonus. Total compensation is determined during the
interview process based on experience, qualifications, and
geographic location.
• Tier 1 Pay Range (San Francisco, New York City,
Seattle): $250,000—$315,000 USD
• Tier 2 Pay Range (All other US Locations):
$220,000—$275,000 USD
Additional benefits may include:
• Equity compensation
• Company incentive bonus or sales commission/bonus plans
• 401(k) retirement plan
• Medical, dental, and vision insurance
• Flexible spending account (FSA) and health savings
account (HSA) options
• Life, accidental death and dismemberment (AD&D),
short-term disability, and long-term disability insurance
• Paid holidays, flexible paid time off, and parental
leave
• Employee assistance program and wellbeing benefits
• Global travel coverage

Work arrangement
No