Senior Channel Sales Operations Specialist

Role Overview

• Channel Program Operations
• Own the operational infrastructure for Clio's global partner ecosystem across reseller, and referral segments
• Design and maintain partner-attributed pipeline tracking, ensuring accurate sourced vs. influenced vs. co-sell categorization in Salesforce
• Build and maintain channel reporting frameworks: partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and partner contribution by tier
• Support the operational infrastructure behind partner programs, ensuring efficient execution, accurate tracking, and a seamless partner experience.
• Partner Performance & Pipeline
• Support partner pipeline inspection and forecast roll-ups alongside Channel Sales Leadership
• Develop reporting and insights that help drive partner growth and improve program performance.
• Build channel-specific territory and routing logic to ensure partner-sourced leads and registered deals are handled with appropriate priority and attribution integrity
• Program & Systems Administration
• Own configuration and adoption of partner-facing and partner-adjacent tools (e.g., partner portal, Salesforce channel specific objects, ChiliPiper routing for partner referrals)
• Maintain documentation and training materials for channel processes, rules of engagement, and partner program policies
• Support partner program tier management — tracking partner certifications, activity thresholds, and tier qualification criteria
• Demonstrated ability to use AI enabled tools to streamline workflows, generate insights, and scale operational processes.
• Cross-Functional Collaboration
• Partner with Channel Sales, Marketing, Legal, and Finance to operationalize go-to-market motions including co-marketing campaigns, channel incentive programs, and partner enablement launches
• Serve as the channel operations subject matter expert in cross-functional planning cycles (annual planning, QBRs, GTM launches)
• Prioritize and support ad hoc requests, partner escalations, and troubleshooting

Requirements

• 4+ years of relevant experience in Sales Operations or Channel/Partner Operations at a technology company
• Experience supporting partner, channel, or indirect revenue programs in a high growth SaaS environment.
• Familiarity with channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin/discount governance
• Proficient knowledge of Salesforce objects, object relationships, and reporting — including channel-specific objects (Partner, Opportunity splits, lead source attribution); Salesforce Admin certification is a bonus
• Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred
• Experience with sales and channel tech stack tools: SalesLoft, ChiliPiper, Gong, ZoomInfo
• High proficiency in Google Sheets or Excel for building channel performance models and program tracking
• Experience working with BI tools, analyzing data, and extracting insights — particularly for partner contribution and pipeline attribution reporting
• Meticulous organization, high standards of accuracy, and strong attention to detail
• Proven ability to manage org-wide change, particularly in operationalizing new partner program structures
• Demonstrated ability to identify operational challenges and build scalable solutions that improve efficiency and business outcomes

Benefits

• Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin, London, New York City and Sydney) to be in office min. twice per week.
• Flexible time off policy, with an encouraged 20 days off per year.
• $2000 annual counseling benefit
• RRSP matching and RESP contribution
• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years