Senior Channel Sales Operations Specialist

About the role

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.

Responsibilities

• 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
• What you bring:
• 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 - partic

Benefits

Additional Information

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 .

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