Senior Partner Operations Manager

About the Role

We're looking for a Senior Partner Operations Manager to join our Global Revenue Operations team and make sure the partner programs for both Fivetran and dbt Labs run like a well-oiled machine.

You'll be the operational backbone of our partner ecosystem, covering resellers, cloud marketplaces, global and regional system integrators, and technology alliances. Your work will keep partner programs scalable, measurable, and easy for partners and internal teams to work with.

This is a full-time remote position based out of the US.

Technologies You'll Use

Salesforce, a Partner Relationship Management (PRM) platform (such as Impartner, ZINFI, PartnerStack, or Salesforce Experience Cloud), Looker, Google Sheets, Slack, Jira, Gong, and cloud marketplace consoles (AWS, Azure, GCP), Clari.

What You'll Do

• Own the day-to-day operations of the Fivetran and dbt Labs partner programs, including onboarding, tiering, certification, and renewals
• Design and continuously improve partner processes so they are scalable, consistent, and easy for partners and internal teams to follow
• Manage partner data and systems in Salesforce and our PRM platform, including deal registration, lead routing, and partner-sourced and influenced attribution
• Build and maintain dashboards and reports that give Partner, Sales, and executive leaders clear visibility into partner pipeline, bookings, and program health
• Partner with Partner Management, Sales, Marketing, and Finance to define and track program KPIs, goals, and incentives
• Administer partner incentive programs, including MDF, rebates, and SPIFFs, in coordination with Finance and Legal
• Support the integration of Fivetran and dbt Labs partner programs by aligning policies, processes, and tooling across both organizations
• Run regular business reviews and forecasting cadences with partner teams, surfacing risks, trends, and opportunities
• Document processes, policies, and playbooks, and keep program guidelines current and accessible
• Mentor junior team members and collaborate with Sales Ops, Marketing Ops, and Process & Systems on cross-functional initiatives

Skills We're Looking For

• 7-10 years of experience in partner operations, channel operations, or revenue operations, with deep expertise in B2B SaaS partner programs (reseller, referral, marketplace, SI, and technology alliance models)
• Strong working knowledge of Salesforce and PRM platforms, including partner data models, deal registration, and attribution
• Proven ability to design, document, and scale processes across multiple teams and regions
• Strong analytical skills, with the ability to turn partner data into clear insights, dashboards, and recommendations for leaders
• Excellent communication and stakeholder management skills, with experience influencing without direct authority across Sales, Marketing, Finance, and Legal
• Experience with partner incentive and compensation structures, such as MDF, rebates, and partner discounts
• Understand how to use conversational AI systems (like Claude, ChatGPT, and internal chatbots) to support research, analysis, process documentation, and reporting, and how to apply AI to automate routine partner operations work

Bonus Skills

• Experience supporting partner programs through a merger or acquisition, or integrating two go-to-market organizations
• Familiarity with cloud marketplace listings and co-sell programs (AWS, Azure, GCP)
• Background in data, analytics, or developer-focused products such as data integration, transformation, or warehousing
• Experience with partner enablement and certification programs
• Salesforce Administrator certification, or hands-on experience configuring Salesforce workflows and reports

#LI-SR1

The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.

Pay Range

$171,315-$214,144 USD

Perks and Benefits

• 100% employer-paid medical insurance*
• Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off.
• RSU stock grants*
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.