Senior Partner Operations Manager

About the role

This role runs day-to-day partner program operations for Fivetran and dbt Labs, covering resellers, cloud marketplaces, system integrators and technology alliances within the Global Revenue Operations team. It suits a senior operations professional with 7-10 years in partner, channel or revenue operations at B2B SaaS companies.

What you'll do

• Own 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 to follow
• Manage partner data and systems in Salesforce and the PRM platform, including deal registration, lead routing and attribution
• Build and maintain dashboards and reports giving Partner, Sales and executive leaders visibility into 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, with Finance and Legal
• Support integration of the Fivetran and dbt Labs partner programs by aligning policies, processes and tooling
• 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

What you'll need

• 7-10 years of experience in partner operations, channel operations or revenue operations
• 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 to turn partner data into insights, dashboards and recommendations
• Excellent communication and stakeholder management, influencing without direct authority across Sales, Marketing, Finance and Legal
• Experience with partner incentive and compensation structures such as MDF, rebates and partner discounts
• Understanding of how to use conversational AI systems to support research, analysis, process documentation and reporting, and to automate routine partner operations work

Nice to have

• 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

Benefits listed by Fivetran

• Employer-paid medical insurance (may vary by country and worker type)
• Paid vacation or flexible/unlimited vacation depending on role and country
• Paid sick time, inclusive parental leave, paid holidays including a year-end Global Week of Rest, and volunteer days off
• RSU stock grants (may vary by country and worker type)
• Professional development and training opportunities
• Monthly cell phone stipend
• Access to a mental health support platform offering therapy, coaching and self-guided mindfulness for covered employees and dependents

Tools & skills mentioned