Sales Operations Manager, Channel
About The Position
Clio is seeking a Channel Sales Operations Manager to join their Revenue Operations team. This role is available to applicants based in either the United States or Canada. The Revenue Operations team's goal is to drive growth by accelerating revenue-generating and revenue-retaining teams, supporting Sales, Marketing, Channel, Customer Enablement, Customer Support, and Payments by providing insights, reducing friction, and enabling innovation and self-sufficiency. The partner ecosystem is a primary growth lever for Clio, and this role will own the operating model behind it. This is a senior, net-new role where the individual will be the subject matter expert and owner of channel operations at Clio, responsible for Clio’s global partner channel operationally across reseller and referral segments, all law firm segments, and every region. The initial mandate includes mapping current processes, identifying gaps, and leading the business implementation of a new partner platform. The role involves working within the Sales Operations team in the Revenue Operations department, reporting to the Manager, Technical Sales Operations, with cross-functional partnerships across Channel, Sales, Customer Success, Marketing, Finance, and Legal. The role is described as genuinely ambiguous, requiring a strong "figure it out" instinct to navigate undefined or contested work.
Requirements
- 4+ years of relevant experience, with a substantial portion in channel or partner operations specifically.
- Hands-on Salesforce experience, including channel-relevant objects and relationships (Partner, Opportunity splits, lead source attribution) and reporting.
- Demonstrated ownership of channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin / discount governance.
- Experience standing up or materially re-platforming a PRM tool or partner portal — an implementation, not administration of one someone else built.
- Proven ability to operate in ambiguity: taking an undefined, cross-functional problem and producing a defensible operating model without waiting for it to be scoped.
- Influence without authority across functions with competing incentives.
- Fluent use of AI tooling to streamline workflows, generate insights, and scale operational processes.
Nice To Haves
- Experience operating a partner channel across multiple regions, or during a market entry or M&A integration.
- High proficiency in Google Sheets or Excel for channel performance modeling, and with BI tools for partner contribution and attribution reporting.
- Experience with the broader sales and channel tech stack: SalesLoft, ChiliPiper, Gong, ZoomInfo.
- Salesforce Admin certification.
Responsibilities
- Lead the partner platform implementation, including requirements, configuration, data model, partner journeys, migration, and adoption.
- Own the platform roadmap after launch, including where Salesforce remains the system of record.
- Drive down partner-side friction as a measured outcome, including partner portal lead conversion.
- Own the channel operating model, mapping and documenting channel processes end to end.
- Identify and close operational gaps slowing down partner account managers and build mechanisms to prevent their re-formation.
- Own partner-attributed pipeline architecture in Salesforce, ensuring accurate sourced vs. influenced vs. co-sell categorization.
- Own the channel measurement architecture, defining what good looks like for partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier.
- Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and supporting enablement material.
- Serve as escalation and decision point for partner attribution and credit disputes.
- Bring channel operations into strategy by serving as the accountable channel operations voice in annual planning, QBRs, and GTM launches.
- Bring operational feasibility into partner program and incentive design before program commitment.
- Support partner pipeline inspection and forecast roll-ups with Channel Sales leadership, and own the partner performance narrative leadership plans against.
Benefits
- Competitive, equitable salary
- Top-tier health benefits
- Dental insurance
- Vision insurance
- Hybrid work environment
- Flexible time off policy, with an encouraged 20 days off per year.
- EAP benefits for you and household members, including counseling and online resources
- 401k matching
- Child Education Savings
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
