Sales Operations Manager, Channel

Themis Solutions; San Francisco (CA); Hybrid; USD 131,000 - 196,000; Full time

Benefits offered by this job

Hybrid work environment

Total Rewards program

Flexible time off

401k matching

Job summary

Clio is seeking a Channel Sales Operations Manager to own the operating model for its global partner channel. You will map current processes, implement a new AI-driven partner platform, and own the ongoing platform roadmap and partner measurements.

This role sits in the Revenue Operations team and collaborates cross-functionally with Sales, Marketing, and Legal, reporting to the Manager, Technical Sales Operations.

Qualifications

• 4+ years in channel or partner operations, not generic sales ops
• Hands-on Salesforce experience and channel-relevant objects
• Ownership of channel program mechanics: deal registration, tiering, co-sell
• Experience standing up or re-platforming a PRM tool or partner portal
• Ability to operate effectively in ambiguity and cross-functional settings
• Influence without authority across teams with competing incentives
• Fluent use of AI tooling to streamline workflows and scale processes

Responsibilities

• Lead the business implementation of a new Partner Relationship platform and its migration
• Own the platform roadmap after launch and determine Salesforce as system of record
• Map and document end-to-end channel processes across l, referral, and reseller motions
• Identify and close operational gaps slowing partner managers and build durable mechanisms
• Own partner-attributed pipeline architecture and attribution in Salesforce
• Own the channel measurement architecture and define success metrics
• Own cohort-based program tier mechanics, routing, and engagement rules
• Escalate and resolve partner attribution and credit disputes
• Provide channel operations input in planning, launches, and GTM activities
• Support partner pipeline inspections and forecast roll-ups with Channel Sales leadership

Skills

Channel operations

Salesforce experience

Ambiguity handling

AI tooling use

Tools

Salesforce

PRM Tool

Partner Portal

BI Tools

Job description

Summary:

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

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.

What your team does:

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.

Who you are:

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.

What you'll be doing:

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.

What you bring:

• 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’

Strongly preferred

• Experience operating a partner channel across multiple regions, or during a market entry or M&A integration
• High proficiency in Google Sheets or Excel for channel performance modeling, and with BI tools for partner contribution and attribution reporting
• Experience with the broader sales and channel tech stack: SalesLoft, ChiliPiper, Gong, ZoomInfo
• Salesforce Admin certification

What you will find here:

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high‑performing culture.

Some highlights of our Total Rewards program include:

• Competitive, equitable salary with top‑tier health benefits, dental, and vision insurance
• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.
• Flexible time off policy, with an encouraged 20 days off per year.
• EAP benefits for you and household members, including counseling and online resources
• 401k matching and Child Education Savings
• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years

The expected salary range for this role is $130,600 to $195,800 USD. Initial placement within the range is informed by geographic region, experience, and skillset, with room to progress as impact and tenure grow. Final offer amounts will vary based on candidate profile.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility

Our team shows up as their authentic selves, and are united by our mission. We are dedicated todiversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher‑performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.

Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.

Learn more about our culture at clio.com/careers

We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI‑generated output, and we never make automated hiring decisions.

Disclaimer: We only communicate with candidates through official @clio.com email addresses.