Sales Operations Manager, Channel

clio; United States; On-site; USD 150,000 - 210,000; Full time

Job summary

Clio, a global leader in legal AI technology, seeks a Channel Sales Operations Manager to own the operating model behind its channel program. This senior role covers reseller and referral segments, with the remit to map current processes, identify gaps, and drive the new partner platform implementation across regions.

You will operate within the Revenue Operations team, collaborating with Channel, Sales, Customer Success, Marketing, Finance, and Legal to scale operations and deliver measurable

Qualifications

• 4+ years of channel or partner operations experience.
• Hands-on Salesforce experience with channel objects and reporting.
• Ownership of channel program mechanics: deal registration, tiering, co-sell, referral structures.
• Ability to navigate ambiguous and evolving operational environments.

Responsibilities

• Lead the partner platform implementation.
• Own the business implementation of a new Partner Relationship platform, including requirements and data model.
• Own the platform roadmap after launch and integration with Salesforce as system of record.
• Reduce partner-side friction and improve partner portal conversion; deliver measurable outcomes.
• Define and operate the channel operating model end-to-end across partner motions.
• Document channel processes and bridge gaps in current workflows.
• Manage partner-attributed pipeline architecture and accurate attribution in Salesforce.
• Shape channel measurement: partner-sourced revenue, activation, and co-sell metrics.
• Oversee partner program tiers, routing, territory logic, and enablement materials.
• Escalate and resolve partner attribution disputes and align with strategy.

Skills

Channel operations

Salesforce experience

Cross-functional collaboration

Strategic thinking

Tools

Salesforce CRM

Partner platform

Job description

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 .

Summary:

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
• Exp