Senior Channel Sales Operations Specialist
About The Position
Clio is seeking a high-caliber Senior Channel Sales Operations Specialist to lead transformative initiatives that will drive operational excellence across its partner ecosystem. This role is designed for seasoned professionals with a passion for strategic impact and a proven track record of building and scaling channel and partner operations in a high-growth SaaS environment. The role is within the Sales Operations team in the Revenue Operations department, reporting to the Manager, Sales Operations. The team is responsible for enabling channel operational efficiencies and data-driven decision making across reseller, referral, and technology partner segments. This position requires cross-functional collaboration with Sales, Channel, Customer Success, Marketing, Finance, and Legal. The ideal candidate understands indirect revenue mechanics and can build the operational infrastructure to support and scale partner-led growth, with deep familiarity with channel program economics and the ability to translate this into scalable processes and tooling.
Requirements
- 4+ years of relevant experience in Sales Operations or Channel/Partner Operations at a technology company.
- Experience supporting partner, channel, or indirect revenue programs in a high growth SaaS environment.
- Familiarity with channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin/discount governance.
- Proficient knowledge of Salesforce objects, object relationships, and reporting — including channel-specific objects (Partner, Opportunity splits, lead source attribution); Salesforce Admin certification is a bonus.
- Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred.
- Experience with sales and channel tech stack tools: SalesLoft, ChiliPiper, Gong, ZoomInfo.
- High proficiency in Google Sheets or Excel for building channel performance models and program tracking.
- Experience working with BI tools, analyzing data, and extracting insights — particularly for partner contribution and pipeline attribution reporting.
- Meticulous organization, high standards of accuracy, and strong attention to detail.
- Proven ability to manage org-wide change, particularly in operationalizing new partner program structures.
- Demonstrated ability to identify operational challenges and build scalable solutions that improve efficiency and business outcomes.
Nice To Haves
- Salesforce Admin certification is a bonus.
- Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred.
Responsibilities
- Own the operational infrastructure for Clio's global partner ecosystem across reseller, and referral segments.
- Design and maintain partner-attributed pipeline tracking, ensuring accurate sourced vs. influenced vs. co-sell categorization in Salesforce.
- Build and maintain channel reporting frameworks: partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and partner contribution by tier.
- Support the operational infrastructure behind partner programs, ensuring efficient execution, accurate tracking, and a seamless partner experience.
- Support partner pipeline inspection and forecast roll-ups alongside Channel Sales Leadership.
- Develop reporting and insights that help drive partner growth and improve program performance.
- Build channel-specific territory and routing logic to ensure partner-sourced leads and registered deals are handled with appropriate priority and attribution integrity.
- Own configuration and adoption of partner-facing and partner-adjacent tools (e.g., partner portal, Salesforce channel specific objects, ChiliPiper routing for partner referrals).
- Maintain documentation and training materials for channel processes, rules of engagement, and partner program policies.
- Support partner program tier management — tracking partner certifications, activity thresholds, and tier qualification criteria.
- Demonstrated ability to use AI enabled tools to streamline workflows, generate insights, and scale operational processes.
- Partner with Channel Sales, Marketing, Legal, and Finance to operationalize go-to-market motions including co-marketing campaigns, channel incentive programs, and partner enablement launches.
- Serve as the channel operations subject matter expert in cross-functional planning cycles (annual planning, QBRs, GTM launches).
- Prioritize and support ad hoc requests, partner escalations, and troubleshooting.
Benefits
- Competitive, equitable salary with top-tier health benefits, dental, and vision insurance.
- Hybrid work environment.
- Flexible time off policy, with an encouraged 20 days off per year.
- $2000 annual counseling benefit.
- RRSP matching and RESP contribution.
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
