Note: The job is a remote job and is open to candidates in USA. Relay is a digital banking platform that empowers self-made business owners with financial tools and insights. They are seeking a Strategic Operations Manager - Partnerships to support the Partner Sales team by developing and optimizing the partner program and enhancing the sales process for accounting and bookkeeping professionals.
Responsibilities
- Own the revenue planning process for the A&B sales channel, including annual planning, quota design, territory modeling, and headcount forecasting
- Develop and maintain channel-specific go-to-market frameworks that define how we acquire, activate, and expand relationships with accounting and bookkeeping professionals
- Identify and drive strategic growth opportunities within the A&B segment and present data-backed recommendations to senior leadership to optimize partner sales in alignment with business priorities
- Design, document, and continuously improve the end-to-end sales process for A&B channel reps, from prospecting through close and handoff
- Partner with Sales Enablement to ensure Sales team has the playbooks, tools, and training needed to effectively engage accounting and bookkeeping professionals
- Lead pipeline management best practices, deal inspection cadences, and stage conversion optimization using modern B2B go-to-market motions and key revenue metrics
- Monitor and optimize the partner onboarding journey, reducing time to value and friction points
- Build and maintain dashboards and reporting frameworks that provide real-time visibility into channel health, pipeline trends, rep performance, and revenue attainment
- Conduct deep-dive analyses on funnel conversion, churn risk, partner engagement, and seasonal trends specific to the A&B market
- Establish and monitor channel KPIs, including ARR/MRR growth, client referral rates, partner retention, and bookings velocity
- Analyze partner activity, client outcomes, and workflow adoption to uncover insights, including tracking the realized value Relay delivers to partners' clients (e.g., cash flow impact, workflow ROI)
- Use data to inform program improvements, partner segmentation, territory management and strategic focus areas
- Design and maintain a partner-facing dashboard for incentive tracking, performance metrics, and earned rewards, while partnering with RevOps and Data to automate reporting workflows, set topline goals, and integrate performance tracking into internal systems
- Administer and optimize CRM workflows, data hygiene, and automation relevant to the A&B channel (e.g., Salesforce, HubSpot)
- Evaluate and implement tools that improve prospecting, pipeline visibility, and partner relationship management
- Ensure data integrity across all systems that feed A&B channel reporting
- Own and iterate on tools, systems, and processes to improve partner lifecycle management, drive partner engagement and achieve key revenue driving metrics
- Act as the primary RevOps liaison to the A&B channel sales team, ensuring alignment between field execution and company revenue goals
- Partner with Marketing to define channel-specific demand generation programs, lead routing, and campaign attribution
- Collaborate with Finance on revenue forecasting, commission plan design, and deal desk processes
- Work with Product and Customer Success to surface A&B partner feedback and inform roadmap prioritization
Skills
- 4+ years of experience in sales or partner enablement, partnerships, consulting, strategy and business operations, sales operations, or other sales channel-facing roles
- You are a systems thinker with a focus on execution, able to take ideas from concept to launch and scale them effectively
- Strong analytical skills with the ability to turn complex data sets into clear, actionable insights
- Proficient with CRM platforms (Salesforce and HubSpot) and BI/reporting tools (e.g., Metabase, Tableau, Looker, or similar)
- You are a strong communicator who thrives in cross-functional environments and can translate complexity into clarity
- You are curious about how AI and technology can improve your workflow and constantly explore ways to make partner enablement more scalable and intelligent
- You have experience working with accounting firms, GTM partner programs, or B2B software ecosystems
- Experience building RevOps infrastructure from the ground up or scaling operations in a high-growth environment
- Familiarity with data infrastructure and analytics tools (e.g., dbt, BigQuery, Snowflake, Metabase, Looker)
- Experience working directly with AI agents, LLM-based applications, or prompt engineering in a production environment
- Experience supporting a PLG and sales-assisted hybrid GTM motion
- Background in fintech or SMB-focused SaaS environments
- You have worked with SMBs in North America
Company Overview