Director, Sales Strategy and Operations - Partnerships

Engine

10h • $170,000 - $230,000 • Hybrid

About The Position

Engine is transforming business travel by creating a personalized, rewarding, and simple experience through a platform that integrates corporate travel, a charge card, and modern spend management. The company is experiencing rapid growth and is backed by prominent investors. The Director of Strategy & Operations, Partnerships will serve as a key thought partner to the Chief Business Officer and leadership team, focusing on the planning and execution of the partnerships organization, including Business Development, Partner Success, and related sales cycles. This role is responsible for enhancing the operational efficiency of the partnerships function, influencing strategic direction, driving execution, and identifying/resolving productivity bottlenecks. A central aspect of the role will be defining and implementing AI strategies to improve productivity within the partnerships motion. This is a hands-on position requiring the individual to conduct their own data analysis and build models. The role will also involve hiring and leading a team of analysts and operations partners. The Strategy & Operations function is part of Revenue Operations and will collaborate with various other departments including GTM Systems, Revenue Enablement, GTM Finance, Growth, Central Data, and Corporate Finance.

Requirements

• 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.

Responsibilities

• 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.
• 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.
• 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.

Benefits

• Competitive base pay tied to role and experience, with opportunities for bonuses, commissions, and equity.
• Check out our full list at engine.com/culture.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed