Partner Operations Lead

Factory; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Factory is seeking a hands-on Partner Operations Lead to build out the partner operations function at our San Francisco headquarters. You will own systems, workflows, data, and operating infrastructure to scale the Partnerships team across strategic, technology, services, and channel partnerships.

This in-office role reports to the Head of GTM Strategy & Operations and may evolve into people management as our GTM scales.

Qualifications

• 5+ years in Partner Operations, Partnerships Operations, Alliances Operations, Revenue Operations or related function.
• Experience building and operating partner programs in enterprise SaaS.
• Experience administering PRM systems and partner portals.
• Strong understanding of partner lifecycle management, partnership programs, co-selling, referrals, deal registration, and pipeline attribution.
• Technical mindset and ability to learn new technologies quickly, including automation, integrations, data, and reporting.
• Experience designing systems for a rapidly growing company.
• Comfort working cross-functionally with Partnerships, Sales, Marketing, Product, Data, Engineering, Finance, Legal, and Operations.
• Operator's mindset: you build, troubleshoot, document, and improve.
• Strong judgment about standardizing partner processes vs preserving flexibility for strategic relationships.
• Strong AI fluency and practical instinct for using AI to increase leverage.

Responsibilities

• Build and administer systems, tools, and operating infrastructure supporting the full partner lifecycle.
• Create scalable processes for partner intake, onboarding, enablement, joint planning, referrals, and communications.
• Build partner workflows and tools in PRM and GTM systems.
• Define partner data structures, metrics, dashboards, and reporting.
• Establish attribution for partner-sourced/influenced/assisted pipeline and revenue.
• Design operating processes to enable collaboration between Partnerships and Sales.
• Create documentation, governance, and measurement standards for partner ecosystem.
• Translate business requirements into tools, automations, integrations, and data flows.
• Find new ways to use Factory droids to streamline partner motions.
• Partner with broader GTM Strategy & Operations team while owning Partner Operations.
• Design for scale with lean, automated, high-leverage teams.

Skills

Partner Operations

Enterprise SaaS

PRM systems

Cross-functional collaboration

Data reporting

Automation & integrations

GTM strategy

AI fluency

Tools

PRM platforms

Data dashboards

Job description

As Partner Operations Lead, you will be a founding member of our GTM Strategy & Operations team where you will own the buildout of the partner operations function from the ground up.

You will own the systems, workflows, data, and operating infrastructure that enable our Partnerships team to scale. You will be the primary operations partner to the teams building and managing Factory's partner ecosystem, including strategic, technology, services, and channel partnerships.

This is a hands-on individual contributor role for a technical builder with the potential to evolve into a people manager role as our GTM scales. This role reports to the Head of GTM Strategy & Operations. This is an in-office role based in our San Francisco headquarters.

What You'll Do

• Build and administer the systems, tools, and operating infrastructure that support the full partner lifecycle, from identification and onboarding through activation, joint execution, measurement, and renewal.

• Create scalable processes and systems for partner intake, qualification, tiering, onboarding, enablement, joint planning, deal registration, referrals, and partner communications.

• Build reliable partner workflows and tools in PRM and related GTM systems.

• Own the definitions and technical implementation of partner-related data structures, metrics, dashboards, and reporting.

• Establish clear attribution and measurement for partner-sourced, partner-influenced, and partner-assisted pipeline and revenue.

• Design operating processes and tools that help Partnerships and Sales collaborate effectively on account mapping, referrals, co-selling, and pipeline progression.

• Create clear documentation, governance, and measurement standards for the partner ecosystem.

• Translate business requirements into reliable tools, automations, integrations, data flows, and processes that improve partner productivity and business impact.

• Find novel ways to use Factory droids to streamline partner motions from onboarding, enablement, GTM, delivery, communications, and reporting workflows.

• Partner with the broader centralized GTM Strategy & Operations team while maintaining clear ownership of Partner Operations.

• Design for scale while keeping the team lean, automated, and high leverage.

What You Bring

• 5+ years of experience in Partner Operations, Partnerships Operations, Alliances Operations, Revenue Operations, or a related function.

• Experience building and operating partner programs in an enterprise SaaS environment.

• Experience administering and operationalizing PRM systems, partner portals and related technology.

• A strong understanding of partner lifecycle management, partner programs, co-selling, referrals, deal registration, and pipeline attribution.

• A technical mindset and the ability to learn and use new technologies quickly, including tools, automation, integrations, data, and reporting technologies.

• Experience designing systems and processes for a rapidly growing company.

• Comfort working cross-functionally with Partnerships, Sales, Marketing, Product, Data, Engineering, Finance, Legal, and Operations.

• An operator's mindset: you build, troubleshoot, document, and improve.

• Strong judgment about where to standardize partner processes and where to preserve flexibility for strategic relationships.

• Strong AI fluency and a practical instinct for using AI to increase leverage.

This is an in-office position (5 days/week) in San Francisco (walking distance to Caltrain)