Director, Sales Strategy and Operations - Partnerships

About the Role

The Director of Strategy & Operations, Partnerships is the day-to-day thought partner to the Chief Business Officer and his leadership team, and owns how the partnerships organization plans and executes.

The scope centers on Partnerships (Business Development and Partner Success), plus the supply and enterprise sales cycles that touch the partner motion.

Your mandate is to uplevel how it runs. You will influence strategic direction and help drive execution, while finding and unblocking the productivity bottlenecks that slow the team down. AI is central. You will decide where AI belongs in the partnerships motion and hold the team accountable to real productivity gains.

This is a hands-on role. You will get into the data yourself and build the analysis leadership acts on. You will hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.

Strategy & Operations sits inside Revenue Operations alongside GTM Systems, Revenue Enablement, and GTM Finance. You will also partner closely with Growth, Central Data, and Corporate Finance.

What You'll Do

Strategy and Planning

• Own segmentation, partner tiering, and book of business design across BD and Partner Success.
• Partner with GTM Finance on the capacity model, quotas, and headcount plan.
• Define the metrics and instrumentation for the business, including in-year GBV, partner-sourced pipeline, and Engine X attach.
• Build and run the partnerships operating cadence: annual planning, tier calibration, weekly and monthly pipeline reviews, and QBRs with strategic partners.

Partnerships Motion

• Standardize the motion: partner types, handoffs, stages, exit criteria, and rules of engagement.
• Partner with Revenue Enablement to translate strategy into training, playbooks, and tools the field will use.
• Partner with GTM Finance on comp design and visibility.
• Own partner economics with GTM Finance: rev-share models, contract structures, and deal desk.

AI, Systems, and Insights

• Set the AI strategy for the partnerships motion and lead the rollout across partner scoring, pipeline forecasting, deal desk, and rep-facing insights.
• Partner with GTM Systems on the tools, AI, and insights the field runs on.
• Test hypotheses on segmentation, coverage, and productivity, and translate them into decisions.

What You'll Bring

• 10+ years in strategy & operations or revenue operations, with substantial time inside a partnerships or channel organization at a high-growth B2B SaaS, fintech, or marketplace business.
• A track record as the primary strategic and operational partner to a VP or C-level revenue leader.
• A clear point of view on where AI and automation belong in a modern partnerships motion, and evidence of shipping it at scale.
• Deep knowledge of partner economics and mechanics: partner tiering, indirect pipeline forecasting, partner attribution modeling, rev-share models, contract structures, and deal desk.
• Strong analytical skills and a bias to build models yourself before handing them off.
• Proven ability to influence senior leaders without direct authority, in rooms with strong opinions and competing priorities.