Senior Partner Operations Manager

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.

During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

We're looking for a Senior Partner Operations Manager to join our Global Revenue Operations team and make sure the partner programs for both Fivetran and dbt Labs run like a well-oiled machine.

You'll be the operational backbone of our partner ecosystem, covering resellers, cloud marketplaces, global and regional system integrators, and technology alliances. Your work will keep partner programs scalable, measurable, and easy for partners and internal teams to work with.

This is a full-time remote position based out of the US.

Technologies You'll Use

Salesforce, a Partner Relationship Management (PRM) platform (such as Impartner, ZINFI, PartnerStack, or Salesforce Experience Cloud), Looker, Google Sheets, Slack, Jira, Gong, and cloud marketplace consoles (AWS, Azure, GCP), Clari.

What You'll Do

• Own the day-to-day operations of the Fivetran and dbt Labs partner programs, including onboarding, tiering, certification, and renewals
• Design and continuously improve partner processes so they are scalable, consistent, and easy for partners and internal teams to follow
• Manage partner data and systems in Salesforce and our PRM platform, including deal registration, lead routing, and partner-sourced and influenced attribution
• Build and maintain dashboards and reports that give Partner, Sales, and executive leaders clear visibility into partner pipeline, bookings, and program health
• Partner with Partner Management, Sales, Marketing, and Finance to define and track program KPIs, goals, and incentives
• Administer partner incentive programs, including MDF, rebates, and SPIFFs, in coordination with Finance and Legal
• Support the integration of Fivetran and dbt Labs partner programs by aligning policies, processes, and tooling across both organizations
• Run regular business reviews and forecasting cadences with partner teams, surfacing risks, trends, and opportunities
• Document processes, policies, and playbooks, and keep program guidelines current and accessible
• Mentor junior team members and collaborate with Sales Ops, Marketing Ops, and Process & Systems on cross-functional initiatives

Skills We're Looking For

• 7-10 years of experience in partner operations, channel operations, or revenue operations, with deep expertise in B2B SaaS partner programs (reseller, referral, marketplace, SI, and technology alliance models)
• Strong working knowledge of Salesforce and PRM platforms, including partner data models, deal registration, and attribution
• Proven ability to design, document, and scale processes across multiple teams and regions
• Strong analytical skills, with the ability to turn partner data into clear insights, dashboards, and recommendations for leaders
• Excellent communication and stakeholder management skills, with experience influencing without direct authority across Sales, Marketing, Finance, and Legal
• Experience with partner incentive and compensation structures, such as MDF, rebates, and partner discounts
• Understand how to use conversational AI systems (like Claude, ChatGPT, and internal chatbots) to support research, analysis, process documentation, and reporting, and how to apply AI to automate routine partner operations work

Bonus Skills

• Experience supporting partner programs through a merger or acquisition, or integrating two go-to-market organizations
• Familiarity with cloud marketplace listings and co-sell programs (AWS, Azure, GCP)
• Background in data, analytics, or developer-focused products such as data integration, transformation, or warehousing
• Experience with partner enablement and certification programs
• Salesforce Administrator certification, or hands-on experience configuring Salesforce workflows and reports

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