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About the Role
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.
Responsibilities
- Lead the partner platform implementation, including 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, including partner portal lead conversion.
- Map and document Clio’s channel processes end to end, including undocumented scenarios for referral and reseller partner motions.
- Identify and close operational gaps slowing down partner account managers and build mechanisms to prevent their re-formation.
- Own partner-attributed pipeline architecture in Salesforce, ensuring accurate sourced vs. influenced vs. co-sell categorization.
- Own the channel measurement architecture, defining what good looks like for partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier.
- Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and supporting enablement materials.
- 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 commitment.
- Support partner pipeline inspection and forecast roll-ups with Channel Sales leadership.
- Own the partner performance narrative leadership plans against.
Requirements
- 4+ years of relevant experience, with a substantial portion in channel or partner operations.
- 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.
- 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.
- Fluent use of AI tooling to streamline workflows, generate insights, and scale operational processes.
- Experience operating a partner channel across multiple regions, or during a market entry or M&A integration (strongly preferred).
- High proficiency in Google Sheets or Excel for channel performance modeling (strongly preferred).
- Experience with BI tools for partner contribution and attribution reporting (strongly preferred).
- Experience with the broader sales and channel tech stack: SalesLoft, ChiliPiper, Gong, ZoomInfo (strongly preferred).
- Salesforce Admin certification (strongly preferred).
Skills
- Channel Operations
- Partner Operations
- Salesforce
- PRM Tool Implementation
- AI Tooling
- Google Sheets
- Excel
- BI Tools
- SalesLoft
- ChiliPiper
- Gong
- ZoomInfo
Location
- United States
- Canada
Work Type
- Hybrid
Experience Level
- Senior
- 4+ years relevant experience
Salary/Compensations
- $130,600 to $195,800 USD
Benefits
- Competitive, equitable salary
- Top-tier health benefits, dental, and vision insurance
- 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
- Child Education Savings
- Clioversary recognition program
About the Company
- 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're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations.
Equal Opportunity
- We are committed to diversity, 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.