Partner Operations Director

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.

Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!

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 programs

• Proven track record of building and scaling partnership programs that drive revenue growth and create an exceptional partner experience

• Sales Performance Management (SPM) experience is a plus

• Proven experience in partner operations, channel management, or a related role within a SaaS or tech environment

• Familiarity 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 partners

• A 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 stakeholders

• Senior-level critical thinking, program management, and execution skills

• Excellent written and verbal communication skills

• Minimal travel

Benefits:

• (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents

• Flexible vacation days and quarterly mental health days so you can recharge

• Enjoy 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 caretaking 

• Virtual team lunches to keep you connected

• (US-ONLY) 401k plan to participate in and save towards the future

• Newest Apple products to help you do your best work

• Employee 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

Notice for Prospective Candidates:

• Only emails from @captivateiq.com should be trusted.

We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:

• Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.

• Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.

• Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.

• Ask candidates to make a payment in order to be considered for a position.

• Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.

• Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.

$175,000 - $175,000 a year

The OTE range represents the minimum and maximum of the OTE range for this position. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of CaptivateIQ's competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States