Sales Operations Manager, Channel & Partnerships

Job description

**About the Revenue Operations Team** The OpenSesame Revenue Operations team is the operational backbone and growth catalyst of the company, enabling our Go-To-Market teams to sell, serve, and scale with clarity and confidence. We design the systems, processes, and insights that turn strategy into execution and ensure revenue flows efficiently from first conversation to renewal. We partner closely with Sales, Marketing, Customer Success, Partners, Finance, and Legal to remove friction, enforce smart governance, and create a consistent, high-quality customer experience. Our work blends data, process, technology, and judgment to help the business move faster, without cutting corners. **What makes our Revenue Operations team unique:** - We embrace **automation and AI** to reduce manual work, surface insights faster, and scale best practices. - We invest deeply in **operational excellence and continuous improvement**, balancing speed with discipline. - We are **systems thinkers and problem solvers**, motivated by making complex processes simpler and more scalable. - We measure success by **business outcomes** — deal velocity, forecast accuracy, won revenue and customer experience. - We operate with an **owner’s mindset**, taking accountability for results, not just activity. - We do the right thing, even when it requires tough conversations or slowing down a deal to protect the business. - We communicate with **clarity and credibility**, serving as trusted advisors to GTM teams and leadership. - We believe the best results come from **tight collaboration and shared learning**, supporting one another through peer problem-solving, documentation, and knowledge-sharing so the entire organization gets better together. **About the Sales Operations Manager, Channel & Partnerships role:** The **Sales Operations Manager, Channel & Partnerships** is the operational partner responsible for helping OpenSesame scale its partner business with greater clarity, efficiency, accountability, and predictability. This role partners closely with Strategic Partner Managers, Partner Development, the Partner Program Manager, Revenue Operations, Sales, Finance, Business Systems, Legal, Enablement, Marketing, and Product to improve how partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell motions operate from partner lead submission through quote-to-cash. This is a manager-level individual contributor role with no direct reports. The role requires manager-level judgment, strong business partnership, analytical depth, and the ability to influence change through process, data, systems, automation, and AI-enabled workflows. This is not a reporting-only role or a tactical support desk. The right person will diagnose partner process friction, improve tool adoption, clarify ownership, strengthen partner attribution, and turn messy data into actionable insights that help the partner business grow. Success in this role means partner leaders trust the data, Partner Sales Managers have clear operating views, partners submit leads through the right platform, quote-to-cash processes are understood, and leadership can clearly see what is working, what is at risk, and where to focus next. **Performance Objectives** **Within 30 Days: Understand, Diagnose, and Prioritize** - Build a deep understanding of OpenSesame’s partner ecosystem, including reseller, OEM, referral, partner-sourced, partner-influenced, and co-sell motions. - Establish strong relationships with Partner Sales Managers, Partner Development, the Partner Program Manager, Sales, Finance, Business Systems, Legal, Enablement, Marketing, Product, and RevOps. - Audit current partner lead submission, routing, attribution, opportunity management, handoff, reporting, and quote-to-cash processes. - Assess adoption and utilization of key partner tools and workflows, including Euler, Crossbeam, Salesforce, Gong, Looker, ZoomInfo, Clay, and related GTM systems. - Identify friction points impacting partner lead submission, partner visibility, SPM productivity, reporting accuracy, quote-to-cash execution, and forecast confidence. - Deliver a current-state assessment with prioritized recommendations, including quick wins and longer-term operating improvements. **Within 60 Days: Improve Process, Visibility, and Adoption** - Refine partner lead and opportunity workflows to improve routing accuracy, attribution, pipeline visibility, and accountability. - Establish clearer standards for partner lead submission through Euler, including required fields, SLAs, review process, ownership, and follow-up expectations. - Improve use of Crossbeam to support account mapping, overlap analysis, co-sell opportunity identification, partner prioritization, and joint pipeline visibility. - Build or improve reporting views for Partner Sales Managers, Partner Development, Partner Program leadership, Sales leadership, Finance, and RevOps. - Partner with Business Systems to scope CRM, Euler, Crossbeam, and workflow improvements that reduce manual work and improve data quality. - Identify automation or AI-enabled opportunities to streamline partner operations, improve lead hygiene, summarize partner performance, or surface pipeline risk faster. - Align with Enablement and the Partner Program Manager on internal and partner-facing communication, training, and adoption reinforcement. **Beyond 90 Days: Scale Partner Operations and Strategic Impact** - Own ongoing operational health across partner lead submission, attribution, opportunity management, reporting, and quote-to-cash workflows. - Build durable reporting that helps leadership understand partner pipeline quality, conversion, revenue contribution, account overlap, and growth opportunities. - Surface insights on partner performance, partner fit, source quality, deal velocity, conversion, attribution, and partner profitability. - Support Partner Development with data-backed insights to identify, prioritize, and evaluate potential new partners. - Support Partner Sales Managers with clear views into partner account activity, pipeline, performance, whitespace, and expansion opportunities. - Partner with Finance, Legal, Deal Desk, and Sales to improve operational clarity across OEM and reseller quote-to-cash processes. - Drive measurable improvements in tool adoption, workflow efficiency, partner lead compliance, reporting accuracy, and partner pipeline visibility. - Be viewed by Partner leadership as a trusted operating partner who brings clarity, urgency, and practical solutions. **Ongoing Responsibilities** **Partner Pipeline, Attribution & Rules of Engagement** - Own operational visibility into partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell pipeline. - Improve partner lead submission, routing, tracking, and attribution across Euler, Crossbeam, Salesforce, and related systems. - Support and operationalize partner attribution rules, including source, influence, referral, reseller, OEM, and co-sell motions. - Help maintain partner rules of engagement, including lead submission requirements, ownership, AE/SPM handoff expectations, response SLAs, conflict resolution, and exception handling. - Identify attribution gaps, duplicate submissions, unclear ownership, inconsistent crediting, stale opportunities, or missing partner data. **Partner Tool Adoption, Automation & AI** - Drive adoption of partner tools and workflows by making processes clear, useful, and easy to follow for internal teams and external partners. - Diagnose friction across Euler, Crossbeam, Salesforce, reporting, handoffs, and quote-to-cash workflows. - Partner with Business Systems, Analytics, and Enablement to scope, test, and roll out system or workflow improvements. - Identify opportunities to use automation and AI-enabled workflows to reduce manual work, improve data quality, and surface insights faster. - Explore use cases such as partner performance summaries, lead quality checks, account overlap insights, partner QBR prep, pipeline risk alerts, quote-to-cash prompts, and executive reporting. **Reporting, Analytics & Strategic Insights** - Build and maintain reporting that helps Partner leadership understand what is working, what is at risk, and where to focus. - Analyze partner pipeline, conversion, sales cycle, win rates, deal velocity, source quality, attribution, account overlap, and revenue contribution. - Support partner QBRs, business reviews, annual planning, and performance discussions with clear, data-backed insights. - Translate messy or incomplete data into executive-ready recommendations: what changed, why it changed, what is at risk, and what action is recommended. **Partner Program, Planning & Growth Support** - Support the Partner Program Manager with operational infrastructure for partner tiers, program rules, incentives, enablement, compliance, and performance measurement. - Support Partner Development with analysis to identify and prioritize prospective partners based on fit, account overlap, market opportunity, and revenue potential. - Support Partner Sales Managers in managing and expanding partner relationships through account visibility, pipeline insights, partner activity reporting, and process clarity. - Build visibility across the partner lifecycle, including recruitment, onboarding, enablement, activation, pipeline creation, revenue contribution, and expansion. **Quote-to-Cash & Cross-Functional Operations** - Build operational understanding of quote-to-cash requirements across OEM, reseller, referral, and other partner motions. - Partner with Finance, Legal, Deal Desk, Business Systems, and Sales to clarify requirements, reduce friction, and improve handoffs. - Improve visibility into partner deal economics, including discounts, reseller margins, referral fees, OEM terms, payment obligations, and revenue recognition considerations where applicable. - Translate business needs into clear requirements for process, reporting, systems, and enablement improvements. You might notice we don’t have the typical list of requirements and buzzwords here. That’s intentional. We’re looking for proven examples from your career that show you can do this job, that you’ve built systems, driven alignment, and created impact at scale. When you look back a year from now, you’ll know you’ve made OpenSesame better, faster, and stronger because of your leadership. Although it should go without saying (but it doesn’t), OpenSesame is an equal opportunity employer and we strive to create a welcoming, inclusive environment that celebrates diversity. **We use AI. For real.**Every team at OpenSesame works with AI tools daily, not as a buzzword, but as practice. You'll build fluency that most companies are still talking about adopting, with hands-on training and clear guardrails to experiment responsibly. AI amplifies your creativity and judgment. It doesn't replace them. The skills you build here travel with you. **Location:**This position can be based anywhere in the US. We operate as a remote-first company, and invest in mandatory all-company meetings several times a year in addition to required team travel as necessary. **Performance Driven:**We're looking for self-starters with a track record of delivering excellent results, but we're highly selective about who we hire. We don't focus on typical job requirements, instead, we're interested in specific examples from your past experiences. All positions can be based anywhere in the US, and require up to 15 days of travel per year, with senior management and leadership teams requiring up to 35 days. **Compensation**: The base salary for this role ranges between $135,000 and $150,000 per year, depending on experience. At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including ISOs, health insurance, 401(k) matching, and paid time off. We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience. **Benefits:** Benefits include comprehensive medical, dental, and vision coverage, flexible PTO, 401(k) matching, incentive stock options, volunteer time off, Employee Resource Groups, and a generous professional development program with dedicated annual time off for learning and growth. **Equal Employment Opportunity**: OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity. We do not discriminate on the basis of various legally protected characteristics, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities. We prioritize safety and security and may use your information accordingly, and you can contact us for assistance or accommodations during the job application process. **Pay Transparency**: At OpenSesame, we prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment, regularly reviewing our compensation practices to align with our values and goals. We provide competitive and fair compensation to our employees based on their skills, experience, and performance. **CPRA** (California Candidates): When you submit your application, OpenSesame may collect and use your personal information in accordance with our privacy policy and the CPRA. This may include personal details and employment history, and will only be used for employment-related purposes. We may share this information with third-party service providers, but we will not sell it to third parties. If you have any questions or concerns, please contact us, and for more information on your rights under the CPRA, refer to our [privacy policy](https://www.opensesame.com/privacy) or the California Attorney General's website.