Senior Channel Sales Operations Specialist

Senior Channel Sales Operations Specialist

Clio is the global leader in legal AI technology and is looking to scale its revenue‑generating and revenue‑retaining teams. The Senior Channel Sales Operations Specialist will lead transformative initiatives that drive operational excellence across our partner ecosystem, building and scaling channel and partner operations in a high‑growth SaaS environment.

• Channel Program Operations – Own the operational infrastructure for Clio’s global partner ecosystem across reseller and referral segments; design and maintain partner‑attributed pipeline tracking in Salesforce; build and maintain channel reporting frameworks (partner‑sourced MRR, activation rates, deal registration volume, co‑sell conversion, partner contribution by tier); support the operational infrastructure behind partner programs for efficient execution, accurate tracking, and seamless partner experience.
• Partner Performance & Pipeline – Support partner pipeline inspection and forecast roll‑ups with Channel Sales Leadership; develop reporting and insights to drive partner growth and improve program performance; build channel‑specific territory and routing logic to ensure partner‑sourced leads and registered deals are handled with appropriate priority and attribution integrity.
• Program & Systems Administration – Own configuration and adoption of partner‑facing and partner‑adjacent tools (partner portal, Salesforce channel objects, Chili Piper routing for partner referrals); maintain documentation and training materials for channel processes, rules of engagement, and partner program policies; support partner program tier management (certifications, activity thresholds, tier qualification criteria); demonstrate ability to use AI‑enabled tools to streamline workflows, generate insights, and scale operational processes.
• Cross‑Functional Collaboration – Partner with Channel Sales, Marketing, Legal, and Finance to operationalize go‑to‑market motions including co‑marketing campaigns, channel incentive programs, and partner enablement launches; serve as the channel operations subject matter expert in cross‑functional planning cycles (annual planning, QBRs, GTM launches); prioritize and support ad‑hoc requests, partner escalations, and troubleshooting.

• 4+ years of relevant experience in Sales Operations or Channel/Partner Operations at a technology company.
• Experience supporting partner, channel, or indirect revenue programs in a high‑growth SaaS environment.
• Familiarity with channel program mechanics: deal registration, partner tiering, co‑sell motions, referral fee structures, and margin/discount governance.
• Proficient knowledge of Salesforce objects, object relationships, and reporting (including channel‑specific objects such as Partner, Opportunity splits, lead source attribution). Salesforce Admin certification is a bonus.
• Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred.
• Experience with sales and channel tech stack tools:
  Sales Loft, Chili Piper, Gong, Zoom Info.
• High proficiency in Google Sheets or Excel for building channel performance models and program tracking.
• Experience with BI tools, analyzing data, and extracting insights – particularly for partner contribution and pipeline attribution reporting.
• Meticulous organization, high standards of accuracy, and strong attention to detail.
• Proven ability to manage organization‑wide change, particularly in operationalizing new partner program structures.
• Demonstrated ability to identify operational challenges and build scalable solutions that improve efficiency and business outcomes.

• Competitive, equitable salary within the Clio Total Rewards Program.
• Top‑tier health, dental, and vision insurance.
• Hybrid work environment; local Clions expected to be in office at least twice per week.
• Flexible time off policy; encouraged 20 days off per year.
• $2,000 annual counseling benefit.
• RRSP matching and RESP contribution.
• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years.

Clio is committed to diversity, equity, and inclusion. We encourage candidates from all backgrounds to apply. Clio provides accessibility accommodations during the recruitment process. If you require an accommodation, please let us know and we will work with you to meet your needs.