Who you are

- 4+ years of relevant experience, with a substantial portion in channel or partner operations specifically — this is not a general sales operations role, and general sales ops experience alone will not translate

- 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 — an implementation, not administration of one someone else built

- 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 — including getting other teams to reprioritize by framing business cost, and stating a tradeoff and choosing what not to do, publicly

- Fluent use of AI tooling to streamline workflows, generate insights, and scale operational processes — raising both their own ceiling and their stakeholders’

- Experience operating a partner channel across multiple regions, or during a market entry or M&A; integration

- High proficiency in Google Sheets or Excel for channel performance modeling, and with BI tools for partner contribution and attribution reporting

- Experience with the broader sales and channel tech stack: SalesLoft, ChiliPiper, Gong, ZoomInfo

- Salesforce Admin certification

What the job involves

- We are currently seeking a Channel Sales Operations Manager to join our Revenue Operations team

- This role is available to applicants based in either the United States or Canada

- 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

- Clio’s partner ecosystem is becoming a primary growth lever — the way we break into hard markets, extend into recent geographies, and absorb the businesses we acquire

- Today, it runs on processes that were never designed for its current scale





- We are hiring a Channel Sales Operations Manager to own the operating model behind it

- This is a net-new role, and it is deliberately senior: we want someone who arrives as the subject matter expert and owner of channel operations at Clio, not someone who needs the function defined for them first

- You will own Clio’s global partner channel operationally — reseller and referral segments, all law firm segments, every region we operate in

- Your first mandate is concrete: map what actually happens today, name the gaps costing our partner account managers time and revenue, and lead the business implementation of our new partner platform

- From there, you own the operating model those processes run on

- You will be working on the Sales Operations team in the Revenue Operations department, reporting to the Manager, Technical Sales Operations, with deep cross-functional partnerships across Channel, Sales, Customer Success, Marketing, Finance, and Legal
- The role is also genuinely ambiguous — our operations org is scaling fast, and work will often arrive undefined, contested between teams, or both
- The people who thrive here have a strong "figure it out" instinct: they sit in the messiness long enough to find the right frame instead of the fast answer, and they are comfortable naming a problem nobody has named yet

- Lead the partner platform implementation:

- Own the business implementation of a new Partner Relationship platform, Clio’s new AI-driven partner platform — 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 as a measured outcome — including partner portal lead conversion, which takes roughly 15 minutes today

- Own the channel operating model:

- Map and document Clio’s channel processes end to end, including the scenarios undocumented today: l, referral and reseller partner motions

- Identify and close the operational gaps slowing down partner account managers,



and build the mechanisms that keep those gaps from re-forming

- Own partner-attributed pipeline architecture in Salesforce, ensuring accurate sourced vs. influenced vs. co-sell categorization

- Own the channel measurement architecture — partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier — defining what good looks like, not just reporting the number

- Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and the enablement material that supports them

- 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 the program is committed, rather than after

- Support partner pipeline inspection and forecast roll-ups with Channel Sales leadership, and own the partner performance narrative leadership plans against

- How success is measured:
- Performance is measured through OKRs, with an initial focus on adoption and successful implementation of the new partner platform, partner-sourced conversion rates, and the stickiness and retention of partner-sourced accounts

Benefits

- Specialized learning and development programs and access to an in-house performance coach

- Equitable compensation for your contributions, regardless of gender, race, or any other identifying factor

- Access to pay transparency on all of our global roles

- Company equity for applicable employees

- RRSP-matching in Canada, 401k in the US, and pension plans in Ireland

- Hybrid model – striking the right balance between the benefits of in person connectivity that in office brings, and the flexibility of remote

- Flexible paid time off (4-week minimum with opportunities for personalization based on individual needs and achievements)

- Parental leave options for birthing and non-birthing parents
- A $500 contribution to your child’s RESP

- Various health, dental, and vision benefits for you and your family, including an Employee and Family Assistance Program

- Virtual and In-person Wellness Programs to support mental and physical health

- Paid time for volunteering through our Clio Gives program

- $2000 annual counseling benefit for CAD Clions

📌 Sales Operations Manager (Canada)
🏢 Clio
📍 Canada