Senior Channel Sales Operations Specialist

Requirements

• The ideal candidate has a genuine passion for partner‑led growth, deep familiarity with channel program economics (e.g., margin structures, co‑sell frameworks, partner tiers), and the ability to translate that into scalable processes and tooling
• 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 (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 working 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 org‑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

• Clio is on a mission to scale our GTM operations to the next level. We are seeking a high‑caliber Senior Channel Sales Operations Specialist to lead transformative initiatives that will drive operational excellence across our partner ecosystem. This role is tailor‑made for seasoned professionals with a passion for strategic impact and a proven track record of building and scaling channel and partner operations in a high‑growth SaaS environment
• You will be working on the Sales Operations team in the Revenue Operations department, reporting to the Manager, Sales Operations
• Your team is responsible for enabling channel operational efficiencies and data‑driven decision making across our reseller, referral, and technology partner segments. This role will be cross‑functional with deep partnerships across Sales, Channel, Customer Success, Marketing, Finance, and Legal
• We are looking for someone who understands the mechanics of indirect revenue — how partners source, influence, and close — and who can build the operational infrastructure to support and scale those motions
• Own the operational infrastructure for Clio's global partner ecosystem across reseller, and referral segments
• Design and maintain partner‑attributed pipeline tracking, ensuring accurate sourced vs. influenced vs. co‑sell categorization in Salesforce
• Build and maintain channel reporting frameworks: partner‑sourced MRR, activation rates, deal registration volume, co‑sell conversion, and partner contribution by tier
• Support the operational infrastructure behind partner programs, ensuring efficient execution, accurate tracking, and a seamless partner experience
• Support partner pipeline inspection and forecast roll‑ups alongside Channel Sales Leadership
• Develop reporting and insights that help 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
• Own configuration and adoption of partner‑facing and partner‑adjacent tools (e.g., partner portal, Salesforce channel‑specific 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 — tracking partner certifications, activity thresholds, and tier qualification criteria
• Demonstrated ability to use AI‑enabled tools to streamline workflows, generate insights, and scale operational processes
• 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