Partner Operations & Success Manager
Latch
Stand out for this role — generate a tailored resume and cover letter in about a minute.
Benefits offered by this job
Job summary
DOOR is seeking a Senior Partner Operations & Success Manager to drive the lifecycle of B2B2C partnerships from evaluation to scale. You will own day-to-day partner relationships, lead pilots, and coordinate cross-functional launches with BD, Product, Legal, Finance, and Operations.
You will develop deep partner insights, manage escalations, and identify opportunities to expand programs, improve performance, and grow revenue in a fast-moving environment.
Qualifications
- Bachelor’s degree in business, operations, account management, or a related field, or equivalent practical experience.
- 7+ years of experience in partner operations, strategic account management, customer success, marketplace operations, program management, or a related field.
- Experience managing complex relationships with large enterprise, retail, technology, or consumer-service partners.
- Demonstrated experience taking programs from evaluation and pilot through launch and scaled operations.
Responsibilities
- Own day-to-day operational relationship with key B2B2C partners.
- Serve as the primary operational point of contact for assigned partners.
- Develop a deep understanding of each partner’s goals, customer journey, and success measures.
- Lead recurring business reviews and communicate performance, risks, opportunities, and action plans.
- Manage partner escalations through timely investigation and cross-functional coordination.
- Identify opportunities to expand partner programs, improve performance, and grow revenue.
- Design and lead pilot programs to validate scope, demand, pricing, and capacity.
- Coordinate cross-functional launch activities for partner programs.
- Oversee contract finalization, pricing, and service expectations with Legal and stakeholders.
- Establish scalable onboarding processes and training materials.
Skills
Education
Tools
Job description
To drive the operational success, scalability, and growth of DOOR’s strategic B2B2C partnerships. This role ensures partner programs are operationally sound, financially viable, and positioned to deliver strong partner, customer, and service-provider experiences from initial evaluation through long-term scale.
The Partner Operations & Success Manager serves as the primary operational leader for DOOR’s key B2B2C partners, including major retail, technology, and connected-home brands. This role owns the partner lifecycle from evaluation and pilot through launch, ongoing performance, and expansion, while partnering cross-functionally with Business Development, Product, Legal, Finance, and Operations to turn commercial opportunities into scalable, high-performing programs.
DOOR (formerly Latch) is unlocking the next era of Building Intelligence. We combine premium hardware, intuitive software, and automated operations into one seamless platform—helping multifamily properties run more efficiently, grow revenue, and deliver smarter, more connected living experiences. From smart access and in-unit automation to building-wide controls, DOOR empowers owners, operators, and property teams to reduce overhead, protect asset value, and stand out in a competitive market.
We believe smarter buildings make life simpler. At DOOR, you’ll help shape a future where buildings anticipate needs, operate effortlessly, and quietly improve life for everyone inside.
- Own the day-to-day operational relationship with key B2B2C partners, including Walmart, Amazon/Ring, Arlo, and Cove.
- Serve as the primary operational point of contact and trusted advisor for assigned partners.
- Develop a deep understanding of each partner’s goals, customer journey, service requirements, and success measures.
- Lead recurring business reviews and communicate performance, risks, opportunities, and action plans.
- Manage partner escalations through timely investigation, cross-functional coordination, resolution, and root-cause analysis.
- Identify opportunities to expand partner programs, improve performance, and grow revenue.
- Own the intake, screening, evaluation, and operational approval process for prospective B2B2C partners.
- Review new partner requests for completeness, strategic alignment, commercial viability, and operational readiness.
- Conduct appropriate due diligence and identify potential delivery risks before commitments are made.
- Partner with Business Development to define service scope, pricing assumptions, service-level agreements, responsibilities, and launch expectations.
- Assess geographic service coverage, provider capacity, required skills, technology needs, and operational dependencies.
- Recommend whether opportunities should advance, be modified, piloted, deferred, or declined.
- Design and lead pilot programs that validate service scope, customer demand, pricing, service-provider capacity, and operational workflows.
- Define pilot objectives, success criteria, timelines, reporting requirements, and go/no-go decisions.
- Coordinate cross-functional launch activities across Business Development, Legal, Product, Finance, Customer Support, and Operations.
- Work with Legal and commercial stakeholders to finalize contracts, pricing agreements, and service expectations.
- Oversee partner portal configuration, documentation, training, testing, and launch readiness.
- Ensure operational issues identified during pilots are resolved before programs scale.
- Build scalable, repeatable, and low-touch onboarding processes for partners and service providers.
- Establish clear workflows, ownership, escalation paths, reporting standards, and service-level expectations.
- Develop self-service partner experiences and automated processes modeled after leading digital platforms.
- Create partner playbooks, operating procedures, training materials, and launch checklists.
- Regularly evaluate existing partnerships and reset expectations or redesign workflows when programs become overly manual or operationally inefficient.
- Identify process, product, and automation improvements that increase capacity while reducing administrative effort and cost.
- Monitor partner financial, operational, service, and customer-experience performance.
- Translate data into clear recommendations and corrective action plans.
- Investigate performance gaps and coordinate cross-functional efforts to improve results.
- Balance partner satisfaction with operational feasibility, service quality, and company profitability.
- Maintain accurate reporting on partner performance, risks, escalations, and growth opportunities.
- Hold internal teams and external partners accountable for agreed-upon deliverables and service levels.
- Assess whether the service-provider network has adequate geographic coverage, capacity, skills, and experience to meet partner demand.
- Partner with recruiting and operations teams to identify and onboard qualified service providers for partner-specific programs.
- Support the development of partner-specific skills, certifications, training, and quality standards.
- Serve as the subject-matter expert for assigned verticals, including property management services when applicable.
- Act as the primary operational point of contact for service providers participating in specialized partner programs.
- Monitor service-provider onboarding, responsiveness, quality, and program compliance.
Performance may be measured using the following metrics:
- Total B2B2C partner revenue
- Revenue growth by partner
- Program profitability and cost management
- Service volume and partner expansion
- Cost savings delivered through the service model
- Order completion, cancellation, and unserviceable rates
- On-demand service response time
- SLA attainment
- Successful partner launch and onboarding rates
- Service-provider coverage and capacity
- Service-provider onboarding for partner-specific skills
- Task quality ratings
- Partner escalation volume, severity, and resolution time
- Level of automation and reduction in manual operational effort
- Partner satisfaction score
- Customer satisfaction by partner
- Service-provider satisfaction and engagement
- Business-review action-item completion
- Partner retention and program expansion
- Bachelor’s degree in business, operations, account management, or a related field, or equivalent practical experience.
- 7+ years of experience in partner operations, strategic account management, customer success, marketplace operations, program management, or a related field.
- Experience managing complex relationships with large enterprise, retail, technology, or consumer-service partners.
- Demonstrated experience taking programs from evaluation and pilot through launch and scaled operations.
- Strong understanding of operational workflows, service-level agreements, capacity planning, and performance management.
- Experience using data to identify problems, evaluate program health, and drive business decisions.
- Proven ability to manage escalations and align internal and external stakeholders around solutions.
- Strong commercial judgment and an understanding of revenue, pricing, cost, and profitability drivers.
- Excellent written, verbal, presentation, and executive-communication skills.
- Ability to lead cross-functional initiatives through influence and operate effectively in a fast-moving environment.
- Experience supporting B2B2C, marketplace, field-service, home-services, property-management, retail, or connected-home programs.
- Experience working with nationally recognized retailers or technology companies.
- Familiarity with partner portals, workflow automation, CRM platforms, reporting tools, and self-service onboarding systems.
- Experience developing service-provider networks or managing geographically distributed service operations.
- Experience negotiating operational terms, SLAs, pricing assumptions, and program requirements.
- Strategic partner leadership
- Operational and commercial judgment
- Executive-level communication
- Cross-functional influence
- Program design and execution
- Data-driven decision-making
- Process improvement and automation
- Escalation and risk management
- Accountability and ownership
- Customer and partner advocacy
DOOR understands that job requirements sometimes exclude people who identify with historically marginalized groups from applying to jobs for which they are qualified. Even if you don’t meet 100% of the requirements listed, or if you achieved these requirements through unconventional channels, we encourage you to apply.
- Location: Remote positions open to candidates based anywhere in the US
- Travel: Candidates will be expected to travel roughly 20%
We are reimagining what a supportive workplace looks like, from the inside out. To ensure every team member feels valued, we provide competitive compensation packages that reflect your skills and contributions. We offer a comprehensive suite of benefits such as employer-sponsored health, dental, vision and life options, and generous PTO, and an all-of-you, inclusive approach to benefits:
- Parental Leave
DOOR provides company-supported parental leave for both primary and non-primary caregivers, along with tiered return-to-work options to support a smooth transition back to the workplace. - Flexible Time Off
We offer a flexible time off policy to ensure employees have the opportunity to rest, recharge, and maintain well-being—so they can bring their best selves to work. - Flexible Working Days
We support flexible work schedules, empowering employees to structure their workday in a way that best fits their personal and professional lives. - Comprehensive Health Coverage
We offer medical, dental, and vision plans with multiple coverage tiers, including the option to enroll domestic partners. Healthcare and flexible spending accounts (FSAs) are available, with employer contributions to help offset costs. - Life & AD&D Insurance
DOOR provides employer-paid basic life and accidental death & dismemberment (AD&D) insurance, with the option to purchase additional supplemental coverage. - Disability Benefits
We sponsor both short-term and long-term disability coverage, offering financial protection in the event of an illness or injury that prevents you from working. - Retirement Planning
Employees are eligible to enroll in a 401(k) Retirement Plan through Vanguard, with flexible contribution options to support long-term financial goals. - DOOR Equipment Setup!
Employees get a full setup of hardware from our home line of products as well as FREE monitoring!
- Having teammates all over the world in the US, Argentina, Spain and Romania.
- Collaborating in a fast-paced environment where you can apply what you have learned in new challenges, and, more importantly, grow your career.
- Being encouraged to invent and innovate within your role and working in a company where calculated risk-taking is highly encouraged and thinking outside the box is a must.
We embrace diversity and strive to create an inclusive environment for all.
'/%3e%3cpath%20d='M101.744%2012.4726L102.894%2016.1947L99.0021%2013.2201L101.744%2012.4726ZM105.3%208.40937H100.488L99.0026%203.59473L97.5116%208.41047L92.7%208.40385L96.5965%2011.3834L95.1055%2016.1942L99.0021%2013.2196L101.408%2011.3834L105.3%208.40992V8.40937Z'%20fill='white'/%3e%3cdefs%3e%3clinearGradient%20id='paint0_linear_5593_1381'%20x1='90'%20y1='9.44471'%20x2='99'%20y2='9.44471'%20gradientUnits='userSpaceOnUse'%3e%3cstop%20stop-color='%2300AD70'/%3e%3cstop%20offset='0.998594'%20stop-color='%2300B67A'/%3e%3cstop%20offset='1'%20stop-color='%23DCDCE6'/%3e%3c/linearGradient%3e%3c/defs%3e%3c/svg%3e){kind=small}
