Partner Programs Operations Manager

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

We’re looking for a proven, execution-focused Partner Operations lead to manage and scale the operational infrastructure behind our global partner ecosystem. This role is essential to driving the continued success of Fivetran’s partner program and partner go-to-market (GTM) strategy—ensuring consistent execution across deal management, cloud marketplace operations, partner systems, and program governance.

You’ll work cross-functionally internally within the Fivetran Partner Organization (FPO) and across the company, including Sales Operations, Deal Desk, Systems, Legal, Procurement, Finance, and more, to enable scalable partner engagement, maintain operational rigor, and support partners with the tools and processes they need to succeed. 

This is a full-time, hybrid position based out of our Oakland or Denver offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You’ll Use

Foundational: Salesforce CRM, partner tools including PRM/portal and LMS systems. Looker for reporting. Cloud co-sell tools: like Suger and marketplace platforms (e.g., ACE, OCP, CPPO), Google Suite, Coupa

Additional: Crossbeam, Rise, LMS

What You’ll Do

Partner Program & GTM Operations

• Manage the global partner program infrastructure, ensuring clear processes for onboarding, tiering, compliance, and performance tracking aligned with GTM goals.
• Support the execution of co-sell, resell, and influence motions by developing streamlined, scalable processes and cross-functional alignment.
• Serve as the partner operations subject expert with sales operations and systems teams to drive continual process and systems improvements that support partner GTM motions.
• Manage and optimize the partner portal as the central access point for deal registration, partner sales and marketing assets, program updates and more.
• Oversee the partner learning management system (LMS) and coordinate with enablement teams and subject experts to provide training that supports sales and technical enablement and delivery readiness.
• Collaborate with partner marketing, enablement, and systems teams to align partner-facing tools (including portal and LMS) with evolving program needs and strategic initiatives.

Partner Deal Operations

• Lead and optimize the end-to-end lifecycle for partner deals, including registration, approvals, pricing, quoting, and booking.
• Act as the primary liaison between the partner team and Deal Desk, ensuring consistency in pricing strategy, discounting guidelines, and exception processes.
• Partner with Revenue Operations and Systems teams to improve automation, data hygiene, and visibility into partner deal activity and impact, AND lead reporting requirements capture and execution on an ongoing basis.
• Own and manage partner incentives payout and tracking including rebates and spiffs. Work with partner and deal desk teams to ensure accurate deal structuring from deal registration to close.
   

Cloud Marketplace Management

• Own operational execution across our marketplace providers - AWS, GCP, Azure and Snowflake -  including listing creation and updates and management of the marketplace platforms and third-party integration tool used for offer creation and management. 
• Collaborate with finance, legal, and GTM stakeholders to expand cloud marketplace usage as a strategic channel for transacting with partners and customers.
• Monitor and report on marketplace performance, identifying optimization opportunities and supporting GTM planning.
   

Cross-Functional Leadership & Continuous Improvement

• Lead cross-functional projects and initiatives to enhance partner operations, automate manual processes, and improve internal and ext