Director, Sales Strategy and Operations - Partnerships
Core
Director of Strategy & Operations for Partnerships, acting as the day-to-day thought partner to the CBO to plan and execute the partnerships organization, covering Business Development, Partner Success, and supply/enterprise sales cycles.
Role type
Director, Strategy & Operations (Partnerships)
Builds
Partnerships operating cadence, partner tiering models, AI-driven insights for pipeline forecasting and deal desk, and a team of analysts/operations partners.
Domain
B2B SaaS, TravelTech, AI
Deliverable
production ML models | dashboards & analysis | client delivery
Required skills
Strategy & Operations leadership, Partnerships/Channel management, AI strategy & implementation, Partner economics (rev-share, contract structures), Data analysis & modeling, Stakeholder influence without direct authority
Preferred skills
Experience in high-growth B2B SaaS, fintech, or marketplace businesses
Technologies
AI tools for partner scoring, pipeline forecasting, and deal desk
Responsibilities
Own segmentation, partner tiering, and book of business design; Build and run the partnerships operating cadence (planning, reviews, QBRs); Set AI strategy for the partnerships motion; Standardize the partnerships motion (types, handoffs, stages, rules); Partner with GTM Finance on capacity, quotas, comp design, and partner economics; Hire and lead a team of 2-4 analysts/operations partners
Seniority
Director, hands-on IC with team leadership
