Senior Channel Sales Operations Specialist

Join Clio, a high-growth SaaS company, as a Senior Channel Sales Operations Specialist. In this role, you will lead transformative initiatives to drive operational excellence across our partner ecosystem. You will work closely with various departments, including Sales, Channel, Customer Success, Marketing, Finance, and Legal. Your responsibilities will include owning the operational infrastructure for Clio's global partner ecosystem, designing and maintaining partner-attributed pipeline tracking, and developing reporting and insights to drive partner growth. This is a hybrid position with a minimum of four weeks of flexible paid time off and various health benefits.

• Own the operational infrastructure for Clio's global partner ecosystem across reseller and referral segments, ensuring accurate tracking and reporting.
• Design and maintain partner-attributed pipeline tracking, ensuring accurate sourced vs. influenced vs. co-sell categorization in Salesforce.
• Build and maintain channel reporting frameworks, supporting partner pipeline inspection and forecast roll-ups alongside Channel Sales Leadership.
• 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
• Experience working with BI tools, analyzing data, and extracting insights — particularly for partner contribution and pipeline attribution reporting
• Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred
• Familiarity with channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin/discount governance
• Proven ability to manage org-wide change, particularly in operationalizing new partner program structures
• High proficiency in Google Sheets or Excel for building channel performance models and program tracking
• 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 supporting partner, channel, or indirect revenue programs in a high growth SaaS environment
• Demonstrated ability to identify operational challenges and build scalable solutions that improve efficiency and business outcomes
• Experience with sales and channel tech stack tools: SalesLoft, ChiliPiper, Gong, ZoomInfo
• Meticulous organization, high standards of accuracy, and strong attention to detail
• 4+ years of relevant experience in Sales Operations or Channel/Partner Operations at a technology company