Sales Operations Manager, Clio

• 4+ years of relevant experience, with a substantial portion in channel or partner operations specifically — this is not a general sales operations role, and general sales ops experience alone will not translate
• Hands-on Salesforce experience, including channel-relevant objects and relationships (Partner, Opportunity splits, lead source attribution) and reporting
• Demonstrated ownership of channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin / discount governance
• Experience standing up or materially re-platforming a PRM tool or partner portal — an implementation, not administration of one someone else built
• Proven ability to operate in ambiguity: taking an undefined, cross-functional problem and producing a defensible operating model without waiting for it to be scoped
• Influence without authority across functions with competing incentives — including getting other teams to reprioritize by framing business cost, and stating a tradeoff and choosing what not to do, publicly
• Fluent use of AI tooling to streamline workflows, generate insights, and scale operational processes — raising both their own ceiling and their stakeholders’

Desirable

• We are currently seeking a Channel Sales Operations Manager to join our Revenue Operations team
• This role is available to applicants based in either the United States or Canada
• Revenue Operations has one job: to drive growth by accelerating our revenue-generating and revenue-retaining teams
• We directly support Sales, Marketing, Channel, Customer Enablement, Customer Support and Payments by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient
• Clio’s partner ecosystem is becoming a primary growth lever — the way we break into hard markets, extend into new geographies, and absorb the businesses we acquire
• Today, it runs on processes that were never designed for its current scale
• We are hiring a Channel Sales Operations Manager to own the operating model behind it
• This is a net-new role, and it is deliberately senior: we want someone who arrives as the subject matter expert and owner of channel operations at Clio, not someone who needs the function defined for them first
• You will own Clio’s global partner channel operationally — reseller and referral segments, all law firm segments, every region we operate in
• Your first mandate is concrete: map what actually happens today, name the gaps costing our partner account managers time and revenue, and lead the business implementation of our new partner platform
• From there, you own the operating model those processes run on
• You will be working on the Sales Operations team in the Revenue Operations department, reporting to the Manager, Technical Sales Operations, with deep cross-functional partnerships across Channel, Sales, Customer Success, Marketing, Finance, and Legal
• The role is also genuinely ambiguous — our operations org is scaling fast, and work will often arrive undefined, contested between teams, or both
• The people who thrive here have a strong "figure it out" instinct: they sit in the messiness long enough to find the right frame instead of the fast answer, and they are comfortable naming a problem nobody has named yet
• Lead the partner platform implementation:
• Own the business implementation of a new Partner Relationship platform, Clio’s new AI-driven partner platform — requirements, configuration, data model, partner journeys, migration, and adoption
• Own the platform roadmap after launch, including where Salesforce remains the system of record
• Drive down partner-side friction as a measured outcome — including partner portal lead conversion, which takes roughly 15 minutes today
• Own the channel operating model:
• Map and document Clio’s channel processes end to end, including the scenarios undocumented today: l, referral and reseller partner motions
• Identify and close the operational gaps slowing down partner account managers, and build the mechanisms that keep those gaps from re-forming
• Own partner-attributed pipeline architecture in Salesforce, ensuring accurate sourced vs. influenced vs. co-sell categorization
• Own the channel measurement architecture — partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier — defining what good looks like, not just reporting the number
• Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and the enablement material that supports them
• Serve as escalation and decision point for partner attribution and credit disputes
• Bring channel operations into strategy, not just execution:
• Serve as the accountable channel operations voice in annual planning, QBRs, and GTM launches
• Bring operational feasibility into partner program and incentive design before the program is committed, rather than after
• Support partner pipeline inspection and forecast roll-ups with Channel Sales leadership, and own the partner performance narrative leadership plans against
• How success is measured:
• Performance is measured through OKRs, with an initial focus on adoption and successful implementation of the new partner platform, partner-sourced conversion rates, and the stickiness and retention of partner-sourced accounts