Who you are

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
• Has spent time sharpening their operations and strategy skills in a management consulting, corporate strategy or corporate development function
• Understands how Enterprise SaaS businesses work and scale
• Has expertise in leading and driving cross-functional projects and initiatives
• Is very comfortable working with and advising executive audiences
• Operates fluently in a fast-paced autonomous environment
• Sets a high bar for themselves and for the business unit
• Ideally, this candidate also has experience in the domain of IT Operations and/or AIOps

What the job involves

• The Senior Director, Partner GTM Operations is a pivotal executive leader who shapes and executes the company’s global partner go-to-market strategy through operational excellence, strategic planning, and insights/intelligence
• This role is responsible for maximizing value creation across the partner ecosystem—encompassing all partner types, route to markets, customer segments, verticals and geo/regions, — to drive predictable and profitable growth
• As both a strategist and an operator, the Senior Director translates strategic objectives into actionable partner execution models, ensuring scalability, consistency, and measurable impact across regions and partner segments
• The role combines deep business acumen with strong analytical and leadership capabilities to guide strategic decision-making, streamline operational processes, and remove friction along the partner lifecycle
• Reporting into the Sales GTM Operations leadership, this position leads a high-performing organization that includes senior leaders
• The leader instills a culture of accountability, data-driven decision-making, and continuous innovation—ensuring that partner go-to-market operations not only support business goals but serve as a model for how modern, AI-enabled partner ecosystems should operate
• Ultimately, the Senior Director, Partner GTM Operations acts as a bridge between strategy and partner execution—driving alignment, scalability, and excellence to achieve sustained growth and competitive differentiation in an evolving market
• Strategic Leadership & Planning:
• Develop and execute comprehensive partner operations strategies aligned with the company’s complex deal cycles and global/geo GTM priorities
• Collaborate closely with executive leadership and cross-functional teams to shape business direction and identify new growth opportunities in partnership
• Oversee forecasting, planning, and prioritization processes, ensuring accuracy and resource alignment with strategic goals
• Serve as a thought leader for partner GTM operations, driving continuous process innovation and optimizing the partner engagement framework
• Partner GTM Initiatives & Operations Management:
• Lead end-to-end partner operational initiatives, focusing on process improvement, workflow optimization, and scalable enablement for both internal and partner-facing teams
• Build, document, and maintain operational playbooks, standard operating procedures (SOPs), and reporting frameworks to establish clarity and consistency in partner GTM activities
• Ensure partner compliance with contractual agreements, internal policies, and regulatory requirements, implementing effective risk mitigation controls
• Drive and lead complex, cross-functional projects involving multiple stakeholder groups across the partner ecosystem
• Analytics, Reporting & Performance Measurement:
• Leverage data analytics and partner-specific KPIs to monitor performance, accelerate deal velocity, and maximize business impact
• Design and implement dashboards, reporting tools, and performance metrics to measure and improve program effectiveness
• Partner with Finance and functional stakeholders to evaluate ROI for partner investments and initiatives
• Collaboration & Change Management:
• Collaborate with Partner Field GTM, Global Partnerships, Marketing, Finance, and Customer Success to create seamless partner journeys and eliminate operational roadblocks
• Promote adoption of new tools, technologies—including AI and automation—and best practices that enable scale and efficiency in partner operations
• Mentor cross-functional operational excellence programs, nurturing a culture of accountability, innovation, and teamwork
• Actively engage with partner organizations to address operational needs and ensure their alignment with overall business objectives
• Trusted business and thought partner:
• The Senior Director, Partner GTM Operations also operates as a trusted business partner to Global Partnerships and Channels leaders across the company, deeply embedded in the rhythm of the business
• Co-owning operating plans with Global Partnerships and regional leadership, shaping multi-year strategy, and using data and insights to influence priorities, trade-offs, and investment decisions that maximize partner-sourced and influenced growth.​
• Drives the operational cadence of leadership (such as QBRs, forecast reviews, and planning cycles)
• Ensures partner GTM operational considerations are fully integrated into companywide decisions on coverage models, compensation, product alignment, and AI-enabled transformation
• By acting as a thought partner, the Senior Director helps leaders run a more efficient, predictable, and scalable partner business while continuously identifying new opportunities for joint value

Benefits

• Commuter benefits
• Annual learning stipends
• Work from home opportunities
• Generous family leave
• Matched donations
• Flexible PTO
• 401(k) matching
• Paid volunteer time