Strategic Operations Manager, Relay

• If you thrive on building scalable systems, simplifying complexity, and equipping others with the tools to win, then Relay is the place for you
• You have 4+ years of experience in sales or partner enablement, partnerships, consulting, strategy and business operations, sales operations, or other sales channel-facing roles
• You are a systems thinker with a focus on execution, able to take ideas from concept to launch and scale them effectively
• Strong analytical skills with the ability to turn complex data sets into clear, actionable insights
• Proficient with CRM platforms (Salesforce and HubSpot) and BI/reporting tools (e.g., Metabase, Tableau, Looker, or similar)
• You are a strong communicator who thrives in cross-functional environments and can translate complexity into clarity
• You are curious about how AI and technology can improve your workflow and constantly explore ways to make partner enablement more scalable and intelligent
• No one is a perfect match on paper. If this role excites you, we’d love to hear from you and figure out together if it’s a great fit

Desirable

• We’re looking for a Strategic Operations Manager - Partnerships to join our team supporting the Partner Sales team to empower accounting and bookkeeping professionals to better serve their SMB clients
• Joining Relay means a unique opportunity to make a huge impact by building a category-defining Partner Program from the ground up. You'll play a pivotal role in Relay's growth journey, defining and developing a critical function that will scale one of our most important growth channels
• As a strategic connector, you'll work with cross-functional teams (Partner Sales, Marketing, Product, Data, RevOps, and Engineering) to deliver enablement, data, and operational tools for our partners to succeed and grow
• Own the revenue planning process for the A&B sales channel, including annual planning, quota design, territory modeling, and headcount forecasting
• Develop and maintain channel-specific go-to-market frameworks that define how we acquire, activate, and expand relationships with accounting and bookkeeping professionals
• Identify and drive strategic growth opportunities within the A&B segment and present data-backed recommendations to senior leadership to optimize partner sales in alignment with business priorities
• Design, document, and continuously improve the end-to-end sales process for A&B channel reps, from prospecting through close and handoff
• Partner with Sales Enablement to ensure Sales team has the playbooks, tools, and training needed to effectively engage accounting and bookkeeping professionals
• Lead pipeline management best practices, deal inspection cadences, and stage conversion optimization using modern B2B go-to-market motions and key revenue metrics
• Monitor and optimize the partner onboarding journey, reducing time to value and friction points
• Build and maintain dashboards and reporting frameworks that provide real-time visibility into channel health, pipeline trends, rep performance, and revenue attainment
• Conduct deep-dive analyses on funnel conversion, churn risk, partner engagement, and seasonal trends specific to the A&B market
• Establish and monitor channel KPIs, including ARR/MRR growth, client referral rates, partner retention, and bookings velocity
• Analyze partner activity, client outcomes, and workflow adoption to uncover insights, including tracking the realized value Relay delivers to partners' clients (e.g., cash flow impact, workflow ROI)
• Use data to inform program improvements, partner segmentation, territory management and strategic focus areas
• Design and maintain a partner-facing dashboard for incentive tracking, performance metrics, and earned rewards, while partnering with RevOps and Data to automate reporting workflows, set topline goals, and integrate performance tracking into internal systems
• Administer and optimize CRM workflows, data hygiene, and automation relevant to the A&B channel (e.g., Salesforce, HubSpot)
• Evaluate and implement tools that improve prospecting, pipeline visibility, and partner relationship management
• Ensure data integrity across all systems that feed A&B channel reporting
• Own and iterate on tools, systems, and processes to improve partner lifecycle management, drive partner engagement and achieve key revenue driving metrics
• Act as the primary RevOps liaison to the A&B channel sales team, ensuring alignment between field execution and company revenue goals
• Partner with Marketing to define channel-specific demand generation programs, lead routing, and campaign attribution
• Collaborate with Finance on revenue forecasting, commission plan design, and deal desk processes
• Work with Product and Customer Success to surface A&B partner feedback and inform roadmap prioritization

• Stage 1: A 45-minute Google Meet video call with the Director, Revenue Operations and the Director, Sales
• Stage 2: A take-home case study followed by a 60-minute Google Meet video call with our team
• Stage 3: A 45-minute interview with a member of the Leadership team