Senior Partner Operations Manager

About Us

Since 2016, dbt Labs has been on a mission to help analysts create and disseminate organizational knowledge. We've pioneered the practice of analytics engineering, built the primary tool in the analytics engineering toolbox, and have been fortunate enough to see a fantastic community coalesce to help push the boundaries of the analytics engineering workflow. Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and over 5,100 dbt Cloud customers.   As of February 2025, we surpassed $100 million in annual recurring revenue (ARR), scaling from $2M ARR to this milestone in only four years. Simultaneously, we've exceeded the 5,000 customer mark, with 85% year-over-year growth in adoption among Fortune 500 companies. This momentum is fueled by dbt’s critical role as the data control plane for enterprise data teams around the world, who rely on the technology to transform data into reliable, actionable business insights. We're rapidly growing and looking for passionate people to join our global team. Learn more about what makes us special by checking out our values here.  

We’re looking for a Senior Partner Operations Manager to join our centralized Revenue Operations team at dbt Labs. This person will play a critical role in creating and maintaining scalable processes for our partner team and work cross-functionally across the entire GTM org.

In this role, you can expect to:

• Define and manage the operational strategy for marketplace and reseller processes, ensuring scalability and alignment with business objectives. Partner with Sales and cross-functional teams to enhance efficiency, remove bottlenecks, and accelerate deal closure through partners
• Develop data-driven insights to optimize partner programs, track performance KPIs, and measure partner investments. Collaborate with Finance to evaluate the effectiveness of partner-driven revenue and identify areas for improvement
• Execute on cross-functional initiatives from design to implementation - managing timelines and creating scalable repeatable processes to use globally.
• Work closely with field leadership and sales operations to define engagement models and operational guidelines for partnerships across various go-to-market motions and regions. Drive alignment between direct sales and partner-led motions to maximize impact.
• Work directly with our Cloud Partners to define and optimize processes for leveraging cloud funding programs, ensuring maximum benefit for partners and tracking utilization effectively.
• Develop and manage reporting frameworks for reseller sales and co-sell performance across key alliance partnerships (AWS, Snowflake, Databricks, Azure, GCP & Others). Provide insights to internal stakeholders and partners to drive data-informed decisions, optimize co-sell motions, and enhance partner engagement.
• Lead the implementation and optimization of partner technology solutions, including PRM (Partner Relationship Management) platforms, Crossbeam, and marketplace portals, ensuring seamless partner engagement and performance tracking
• Oversee and optimize the management of partner portals to ensure seamless partner engagement, compliance with programmatic requirements, and alignment with evolving partner programs. Continuously evaluate and enhance processes to maximize the effectiveness of these platforms
• Work cross-functionally with Sales, Operations, Finance, and Legal to ensure partner operations align with company-wide goals and compliance requirements. Provide recommendations to enhance processes and support scalable partner operations

You are a good fit if you have:

• 4+ years of revenue operations experience in partner operations, sales operations, or go-to-market strategy in a SaaS company. Experience in managing partner programs and GTM initiatives preferred.
• Worked asynchronously as part of a fully-remote, distributed team
• An analytical mind and toolkit who is comfortable working with data in Excel/Sheets, Tableau (or other BI tools) and SQL
• A deep understanding of developing processes in Salesforce (process builders, flows, everything except APEX)
• Project Management experience working with numerous cross-functional and external stakeholders

You'll have an edge if you have:

• A firm understanding of the partner ecosystem, including an understanding of SIs, ISVs, resellers and distributors
• Have worked with partner tools / platforms (Suger, AWS/Azure Marketplace)

Compensation & Benefits

• Salary: We offer competitive compensation packages comme