Senior Partner Operations Manager

Summary

Join dbt Labs as a Senior Partner Operations Manager and play a critical role in creating and maintaining scalable processes for our partner team. You will work cross-functionally to enhance efficiency, remove bottlenecks, and accelerate deal closure. Responsibilities include defining operational strategies, developing data-driven insights, executing cross-functional initiatives, and working with cloud partners. You will also manage reporting frameworks, partner technology solutions, and partner portals. This role requires 4+ years of revenue operations experience in a SaaS company and a strong analytical background. dbt Labs offers competitive compensation, including salary, equity, and benefits such as unlimited vacation, 401k, excellent healthcare, and paid parental leave.

Requirements

• 4+ years of revenue operations experience in partner operations, sales operations, or go-to-market strategy in a SaaS company. Experience in managing partner programs and GTM initiatives preferred
• Worked asynchronously as part of a fully-remote, distributed team
• An analytical mind and toolkit who is comfortable working with data in Excel/Sheets, Tableau (or other BI tools) and SQL
• A deep understanding of developing processes in Salesforce (process builders, flows, everything except APEX)
• Project Management experience working with numerous cross-functional and external stakeholders

Responsibilities

• Define and manage the operational strategy for marketplace and reseller processes, ensuring scalability and alignment with business objectives. Partner with Sales and cross-functional teams to enhance efficiency, remove bottlenecks, and accelerate deal closure through partners
• Develop data-driven insights to optimize partner programs, track performance KPIs, and measure partner investments. Collaborate with Finance to evaluate the effectiveness of partner-driven revenue and identify areas for improvement
• Execute on cross-functional initiatives from design to implementation - managing timelines and creating scalable repeatable processes to use globally
• Work closely with field leadership and sales operations to define engagement models and operational guidelines for partnerships across various go-to-market motions and regions. Drive alignment between direct sales and partner-led motions to maximize impact
• Work directly with our Cloud Partners to define and optimize processes for leveraging cloud funding programs, ensuring maximum benefit for partners and tracking utilization effectively
• Develop and manage reporting frameworks for reseller sales and co-sell performance across key alliance partnerships (AWS, Snowflake, Databricks, Azure, GCP & Others). Provide insights to internal stakeholders and partners to drive data-informed decisions, optimize co-sell motions, and enhance partner engagement
• Lead the implementation and optimization of partner technology solutions, including PRM (Partner Relationship Management) platforms, Crossbeam, and marketplace portals, ensuring seamless partner engagement and performance tracking
• Oversee and optimize the management of partner portals to ensure seamless partner engagement, compliance with programmatic requirements, and alignment with evolving partner programs. Continuously evaluate and enhance processes to maximize the effectiveness of these platforms
• Work cross-functionally with Sales, Operations, Finance, and Legal to ensure partner operations align with company-wide goals and compliance requirements. Provide recommendations to enhance processes and support scalable partner operations

Preferred Qualifications

• A firm understanding of the partner ecosystem, including an understanding of SIs, ISVs, resellers and distributors
• Have worked with partner tools / platforms (Suger, AWS/Azure Marketplace)

Benefits

• Salary : We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay
• The typical starting salary range for this role is: $144,000 -- $174,600 USD
• The typical starting salary range for this role in the select locations listed is: $160,000 -- $191,000 USD
• Equity Stake
• In the US, dbt Labs offers unlimited vacation (and yes we use it!), 401k w/3% guaranteed contribution, excellent healthcare, paid parental leave, wellness stipend and a home office stipend
• For employees outside the United States, dbt Labs offers a competitive benefits package
• Unlimited vacation (and yes we use it!)
• 401k w/3% guaranteed contribution
• Excellent healthcare
• Paid Parental Leave
• Wellness stipend
• Home office stipend, and more!
• Equity or comparable benefits may be offered depending on the legal limitations