Sales Operations Director

ServiceNow•San Diego, CA

About The Position

GTM Operations Director – Partner Solutions / Embedded Solutions The GTM Operations Director is responsible for building and running the operating model that scales partner-delivered and embedded solutions, driving predictable growth, partner satisfaction, and compliant execution across geos and routes-to-market. The role acts as the operational “control tower” between partnerships, product, sales, finance, and legal. Operational strategy and governance Define and own the end to end operating model for partner solutions and embedded offerings (from partner onboarding and solution design through co-sell, billing, and support). Establish and run the rhythm of the business for partner and embedded motions, including QBRs, MBRs, pipeline and forecast reviews, and program health reviews Create and maintain clear governance, RACIs, and approval workflows for large/complex deals, non-standard terms, and new embedded constructs Process, systems and tooling Design, document, and continuously improve core processes across partner GTM, sales, finance, legal, and customer success to make it “easy to do business” with and through partners. Own the functional requirements and roadmap for supporting digital capabilities for partner and embedded-solution motions. Drive automation and standardization of workflows, minimizing manual touchpoints while maintaining appropriate controls and compliance Performance management and analytics Define success metrics and dashboards for partner and embedded solutions (e.g., attach and adoption rates, partner-sourced and influenced ACV, solution margin, partner health, time-to-launch) Lead forecasting and performance reviews for partner and embedded motions, providing insight and recommendations to executive and field leadership. Use data to identify bottlenecks and opportunities, prioritize improvements, and track impact of operational changes Cross-functional and partner collaboration Partner with Product, Partnerships, Sales, and Finance to operationalize new embedded offerings and partner solutions, including packaging, pricing guardrails, and quote-to-cash design. Serve as the primary operational point of contact for key partners on topics such as deal execution, reporting, incentives, and program requirements. Coordinate with regional and route-to-market leaders to ensure global standards with local flexibility where needed Risk, compliance, and quality Ensure operational compliance with partner agreements, commercial policies, and relevant regulatory requirements across embedded and partner-delivered models. Define and maintain controls, documentation, and audit readiness for partner and embedded motions (e.g., discounting approvals, data sharing, incentives, and rebates)Monitor quality of execution and customer/partner experience, driving corrective action plans where needed Partner Solution Consulting Operations Lead operations for partner solution consulting, covering scoping, staffing, delivery governance, and post implementation review for partner-led and embedded solutions. Partner with Partner Sales, Solution Consulting, and Services to support operational alignment across presales with delivery capabilities, minimizing delivery risk and rework. Establish KPIs for partner solution consulting; review performance regularly and drive actions to improve efficiency and impact

Requirements

10+ years in SaaS operations, revenue operations, or partner/channel operations, including direct experience with partner ecosystems and/or embedded solution models.
Proven track record designing and running complex GTM operating models, with measurable impact on revenue growth, productivity, and/or margin.
Demonstrated ability to influence and collaborate with senior leaders across sales, partnerships, product, finance, and legal
Excellent communication skills, with the ability to translate complex operational details into clear, executive-ready narratives and decisions.

Nice To Haves

Experience in enterprise SaaS with large, global partner ecosystems.
Background in management consulting, corporate strategy, or strategic operations.
Familiarity with embedded solutions, embedded platform models, or solution-led partner motions (co-built / co-sell plays)

Responsibilities

Define and own the end to end operating model for partner solutions and embedded offerings (from partner onboarding and solution design through co-sell, billing, and support).
Establish and run the rhythm of the business for partner and embedded motions, including QBRs, MBRs, pipeline and forecast reviews, and program health reviews
Create and maintain clear governance, RACIs, and approval workflows for large/complex deals, non-standard terms, and new embedded constructs
Design, document, and continuously improve core processes across partner GTM, sales, finance, legal, and customer success to make it “easy to do business” with and through partners.
Own the functional requirements and roadmap for supporting digital capabilities for partner and embedded-solution motions.
Drive automation and standardization of workflows, minimizing manual touchpoints while maintaining appropriate controls and compliance
Define success metrics and dashboards for partner and embedded solutions (e.g., attach and adoption rates, partner-sourced and influenced ACV, solution margin, partner health, time-to-launch)
Lead forecasting and performance reviews for partner and embedded motions, providing insight and recommendations to executive and field leadership.
Use data to identify bottlenecks and opportunities, prioritize improvements, and track impact of operational changes
Partner with Product, Partnerships, Sales, and Finance to operationalize new embedded offerings and partner solutions, including packaging, pricing guardrails, and quote-to-cash design.
Serve as the primary operational point of contact for key partners on topics such as deal execution, reporting, incentives, and program requirements.
Coordinate with regional and route-to-market leaders to ensure global standards with local flexibility where needed
Ensure operational compliance with partner agreements, commercial policies, and relevant regulatory requirements across embedded and partner-delivered models.
Define and maintain controls, documentation, and audit readiness for partner and embedded motions (e.g., discounting approvals, data sharing, incentives, and rebates)
Monitor quality of execution and customer/partner experience, driving corrective action plans where needed
Lead operations for partner solution consulting, covering scoping, staffing, delivery governance, and post implementation review for partner-led and embedded solutions.
Partner with Partner Sales, Solution Consulting, and Services to support operational alignment across presales with delivery capabilities, minimizing delivery risk and rework.
Establish KPIs for partner solution consulting; review performance regularly and drive actions to improve efficiency and impact