Sales Operations Director

ServiceNow • San Diego, CA

1d • $165,600 - $289,800 • Remote

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.

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

• 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

Benefits

• health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs

What This Job Offers

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