Strategic Operations Manager - Partnerships

We’re looking for a Strategic Operations Manager - Partnerships to join our team supporting the Partner Sales team to empower accounting and bookkeeping professionals to better serve their SMB clients.

Joining Relay means a unique opportunity to make a huge impact by building a category-defining Partner Program from the ground up. You'll play a pivotal role in Relay's growth journey, defining and developing a critical function that will scale one of our most important growth channels. As a strategic connector, you'll work with cross-functional teams (Partner Sales, Marketing, Product, Data, RevOps, and Engineering) to deliver enablement, data, and operational tools for our partners to succeed and grow. If you thrive on building scalable systems, simplifying complexity, and equipping others with the tools to win, then Relay is the place for you.

What You’ll Be Doing

Channel Strategy & Planning

• 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.

Sales Process & Enablement

• 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

Analytics & Reporting

• 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

Systems & Tooling

• 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

Cross-Functional Collaboration

• 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.

Who You Are

• You have 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

Bonus Points

• 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

The Interview Process

• Stage 1: A 30-minute Google Meet video call with a member of the Talent team

• Stage 2: A 45-minute Google Meet video call with the Director, Revenue Operations and the Director, Sales

• Stage 3: A 45-minute Google Meet video call with a member of the Leadership team

• Stage 4: A take-home case study followed by a 60-minute Google Meet video call with our team

The annual salary range for this role is $130,500 USD to $166,750 USD.

For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is $145,000 USD. Offers below this point reflect candidates we believe can grow into the full scope of the role with support and development. Offers above this point reflect impact that meaningfully exceeds the role’s defined expectations or an expanded scope from day one.

• You push relentlessly for reinvention: You're always asking "how can this be better?" -- in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You'd rather build something better than defend something familiar.