CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.
With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.
About the Role:
We are seeking a Partner Operations Director to shape and manage the operational backbone of our partner program. We are building a world-class partner program from the ground up, and you will be a foundational member of our growing team. It will require somebody with a builder mentality who is willing to roll up their sleeves and manage both tactical and strategic priorities. Reporting to the VP of Alliances & Growth, you will play a pivotal role in partner program strategy, ensuring a seamless partner experience and driving data-informed decisions with analytics and reporting.
Responsibilities: Strategy, Programs & Systems:
Build, extend, and enhance partner strategy and programs, ensuring that they support the partner journey and align to the broader company objectives.
Implement, launch, and manage a partner portal that serves as a single source of truth for partner resources, lead registration, and access to enablement tools.
Design and execute streamlined onboarding and enablement processes to ensure partners have the resources to succeed.Partner Experience:
Serve as the primary point of contact for partner inquiries, creating an exceptional overall experience in navigating the operational aspects of the partner program.
Manage the partner NPS process to gauge satisfaction and identify areas for enhancement.
Collaborate cross-functionally to address partner needs and resolve issues.Co-Marketing & Communications:
Team with internal and partner marketing stakeholders to ensure a seamless experience with co-marketing initiatives and sponsorship of company events.
Manage partner communication channels, including newsletters, updates, and announcements.Incentives & Contract Management:
Oversee partner incentives programs, ensuring they are competitive, effective, and aligned with business objectives.
Team with Legal to manage partner contracts, including renewals and compliance monitoring.Deal Registration Management:
Implement and maintain a streamlined deal registration process to support partner sales success.
Ensure accurate tracking and reporting on partner-led deals and projects.Performance Metrics:
Create and maintain dashboards to track partner performance, identify trends, and provide actionable insights to internal stakeholders.
Define and track KPIs to measure partner success, performance, and satisfaction.
Work with the VP, Alliances & Growth to create and track departmental OKRs.Cross-Functional Collaboration:
Work closely with Sales, Product, Customer Success, Service, Legal and Marketing teams to align efforts, leverage synergies, and ensure that partners are fully integrated into our go-to-market strategies.Requirements: 8+ years of related experience in partner operations and programsProven track record of building and scaling partnership programs that drive revenue growth and create an exceptional partner experienceSales Performance Management (SPM) experience is a plusProven experience in partner operations, channel management, or a related role within a SaaS or tech environmentFamiliarity with CRM systems, partner portals, and data analysis tools (e.g. Salesforce, PRM platforms, etc)Exceptional organizational and project management skills with a detail-oriented mindset.Excellent interpersonal and communication skills for effective collaboration with both internal teams and external partnersA proactive, problem-solving approach and the ability to thrive in a fast-paced, startup environment.Self-motivated, proactive team player who can make quick decisions and thrive in fast-paced, collaborative, and ambiguous environments with various stakeholdersSenior-level critical thinking, program management, and execution skillsExcellent written and verbal communication skillsMinimal travelBenefits: (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependentsFlexible vacation days and quarterly mental health days so you can rechargeEnjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)One time work from home stipend & annual stipends for professional development and caretakingVirtual team lunches to keep you connected(US-ONLY) 401k plan to participate in and save towards the futureNewest Apple products to help you do your best workEmployee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent
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