Partner Operations Director, CaptivateIQ
$175k
OTE
+ Equity awards
Minimal travel.
Commission management platform
Job no longer available
Commission management platform
201-500 employees
Job no longer available
$175k
OTE
+ Equity awards
Minimal travel.
201-500 employees
Company mission
To bring joy and transparency to sales performance management.
Role
Who you are
- 7+ years in partner operations, channel management, or a related senior role within a SaaS or tech environment
- 3+ years of building, implementing, and scaling successful partnership programs that drive revenue growth and result in an exceptional partner experience through direct interaction (including onboarding, operational issue resolution, and enablement support)
- Expertise in Partner Relationship Management (PRM) systems; direct experience managing a PRM platform (e.g., Impartner, Salesforce Partner Portal, PartnerStack, Euler, Mindmatrix)
- Strong ability to think strategically while maintaining a high capacity for hands-on tactical execution
- Exceptional organizational and senior program management skills with a keen attention to detail necessary for building and maintaining systems (PRM, SFDC)
- Excellent interpersonal and communication skills for effective collaboration with both internal teams and
- Proven ability to work autonomously as a highly proactive, self-motivated problem-solver and decision-maker in complex, ambiguous, and evolving environments
- Extensive experience working cross-functionally with other teams (e.g., Revenue Operations, CX Operations, EPD Operations) to align processes and integrate the partner program
- Familiarity with CRM systems (Salesforce) and data analysis tools
- Minimal travel
- Sales Performance Management (SPM) experience is a plus
What the job involves
- We are seeking a Partner Operations Director to shape and manage the operational backbone of our partner program
- We are building a world-class partner program, and you will be a foundational member of our growing team
- The role will require a builder and executor mentality who is willing to roll up their sleeves and manage both tactical and strategic priorities
- Reporting to the VP of Alliances & Growth, you will play a pivotal role in partner program strategy, ensuring a seamless partner experience and driving data-informed decisions with analytics and reporting
- This is a highly visible Individual Contributor role focused on building and owning programs, processes, and systems while navigating a fast-paced environment and driving successful cross-functional outcomes
- Build, extend, and enhance partner strategy and programs, ensuring that they support the partner journey and align with the broader company objectives
- Manage a newly implemented partner portal that serves as a single source of truth for partner resources, lead registration, and access to enablement tools
- Design and execute streamlined onboarding and enablement processes to ensure partners have the resources to succeed
- Serve as the primary point of contact for partner inquiries, creating an exceptional overall experience in navigating the operational aspects of the partner program. This includes supporting partners directly with onboarding, PRM system issues (Mindmatrix/SFDC), and general enablement resource access
- Manage the partner NPS process to gauge satisfaction and identify areas for enhancement
- Collaborate cross-functionally to address partner needs and resolve issues
- Team with internal and partner marketing stakeholders to ensure a seamless experience with co-marketing initiatives and sponsorship of company events
- Create and manage partner communication channels, including newsletters, updates, and announcements
- Oversee partner incentives programs, ensuring they are competitive, effective, and aligned with business objectives
- Team with Legal to manage partner contracts, including renewals and compliance monitoring
- Implement and maintain a streamlined deal registration process to support partner sales success
- Ensure accurate tracking and reporting on partner-led deals and projects
- Create and maintain dashboards to track partner performance, identify trends, and provide actionable insights to internal stakeholders
- Define and track KPIs to measure partner success, performance, and satisfaction
- Work with the VP, Alliances & Growth to create and track departmental OKRs
- Work closely with Sales, Product, Customer Success, Service, Legal, and Marketing teams to align efforts, leverage synergies, and ensure that partners are fully integrated into our go-to-market strategies. You will be expected to independently drive consensus and negotiate resources/support across internal teams where the partner motion may be new or deprioritized
Our take
CaptivateIQ is an incentive compensation platform using AI to automate commission workflows. Businesses spent an exorbitant amount each year managing commission processes, so the company's no-code SaaS is a welcome overhaul for the sector.
CaptivateIQ's platform improves both the efficiency and accuracy of existing legacy processes, serving any type of organization that utilizes a performance-based compensation plan. The founding team has real experience with the cumbersome process of managing commission payments, which is why they chose to target this particular problem.
CaptivateIQ has been smart in building a more generic product, allowing it to attract big-name clients from different sectors. This broad customer acquisition, atop regular funding injections, has helped CaptivateIQ reach Unicorn status. The company continues to add to its offering, for example with the launch of its AI-powered payee experience in 2025.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-14% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jan 2022
$100m
SERIES C
Apr 2021
$46m
SERIES B
Total funding: $159.2m
Company benefits
- 100% of medical, dental, and vision covered including 75% for dependents
- Unlimited vacation days and quarterly mental health days so you can recharge
- $1,000 to explore your dream destination on your work anniversary
- $500 annual professional development stipend to continue growing and learning
- $500 home office stipend to decorate your home office
- $1,000 caretaker stipend to make sure our parent colleagues are being supported
- Virtual team lunches to keep you connected
- 401k plan to participate in and save towards the future
- Newest hardware and tools for the job
- Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ
Company HQ
China Basin, San Francisco, CA
Leadership
Mark Schopmeyer
(Co-CEO & Co-founder)Former Investment Professional at Carrick Capital Partners and Finance and Strategy Manager at BrightRoll. Former Investment Banking Analyst at Jefferies & Company and Lehman Brothers. BA in Business Administration from Berkley School of Business.
Conway Teng
(Co-CEO & Co-founder)Former employee at Gusto in Finance and Business Operations. Previously Head of Growth at OrderAhead. Founder of FiveStars. Graduated from Berkley.
Hubert Wong
(Principal Engineer & Co-founder)Was CTO of the company for 6 years. Former Senior Software Engineer at Vungle, OpenTable and CoPilot Labs. BS in Electrical Engineering and Computer Science at Berkley.
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