Revenue Operations Manager - Channel Programs (Hybrid)

About Us:

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500.

How We Work:

We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles:

• One team, One mission
  Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves.
• Own it
  We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset.
• Accountable to our customers
  We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do.
• Excellence in execution
  Driven by passion and precision, ​we exemplify excellence in our delivery with innovative, top-quality results.
• Be bold, fail fast, learn faster
  We learn as we grow, dare to try, ​and bravely question. We are not chasing perfection but forever iterating towards it.

These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best.

The Role:

Nitro is building a channel-first go-to-market model. The Senior Manager, Revenue Operations & Channel Partner Programs will own the operating infrastructure that enables Nitro's partner ecosystem to scale globally, with deep, hands-on technical ownership of the Salesforce systems that power it.

This role sits inside Nitro's Revenue Operations organization, at the intersection of Channel, Finance, Marketing, Legal, Sales, and Partner Experience. It is responsible for ensuring Nitro's channel programs, systems, data, reporting, partner workflows, and operational processes are clean, consistent, measurable, and scalable, and for personally building and maintaining the Salesforce infrastructure that makes that possible.

The right person will not simply administer systems from a distance. They will personally configure and build inside Salesforce, identify operational friction, design repeatable workflows, improve partner and internal user experience, and create the reporting discipline needed to drive channel revenue, partner productivity, and executive visibility.

This role should also bring strong AI and automation fluency as a genuine differentiator, using tools and workflows to reduce manual effort, improve routing accuracy, accelerate partner onboarding, and strengthen performance insights across the global channel business.

What You Will Be Responsible For:

Salesforce & Systems Ownership

• Own Salesforce configuration, workflow and flow-building, and system architecture across the channel and partner motion, from requirements through hands-on build, not just oversight or direction of others.
• Design and govern data integrity, process compliance, and system adoption standards within Salesforce and the broader GTM tech stack.
• Partner directly with Finance and Revenue Operations leadership on system architecture decisions affecting deal registration, revenue recognition, and reporting accuracy.
• Serve as the primary point of contact for the channel and partner tech stack, troubleshooting, provisioning, and resolving cross-functional system issues as they arise.
• Build and maintain documentation, playbooks, and a knowledge repository for channel operations and partner program processes.

Channel Operations Strategy & Execution

• Own the operational foundation for Nitro's global channel business across North America, EMEA, and APAC.
• Design, document, and improve scalable processes for partner onboarding, deal registration, partner applications, account mapping, growth planning, incentives, reporting, and partner lifecycle management.
• Identify gaps in current channel workflows and partner with cross-functional teams to implement cleaner, more reliable operating models.
• Establish clear operational standards, SLAs, and process ownership across Channel, Sales, RevOps, Finance, Marketing, Legal, and Partner Operations.
• Ensure channel processes are simple enough for field teams and partners to follow, while robust enough to support global scale.

Partner Portal, CRM & Systems Management

• Own the day-to-day administration and continuous improvement of Nitro's channel technology stack, including Salesforce, Allbound, Pax8-related workflows, and other partner systems.
• Manage partner portal structure, access, content hygiene, program materials, and partner-facing resources.
• Improve Salesforce workflows related to partner accounts, deal registration, partner applications, opportunity routing, partner attribution, and reporting.
• Identify and resolve system friction that slows partner activity, causes misrouting, reduces adoption, or creates internal confusion.
• Partner with RevOps and IT to manage integrations between channel systems, CRM, reporting tools, marketing automation, and marketplace platforms.

Channel Program Operations

• Support the operational delivery of Nitro's Partner Program across partner types, tiers, and regions.
• Manage partner onboarding workflows from application intake and agreement execution through portal access, enablement, and first deal registration.
• Operationalize partner program components including deal registration, rebates, incentives, margin programs, incumbency protection, cost-plus processes, MDF, partner tiering, and program eligibility.
• Maintain current documentation for channel programs, partner rules of engagement, process guides, and internal field instructions.
• Partner with Channel leadership to ensure programs are consistently executed across regions while allowing for necessary regional nuance.

Data, Reporting & Executive Insights

• Own channel performance data and translate it into clear, actionable insights for leadership and cross-functional stakeholders.
• Build and maintain dashboards covering partner revenue, pipeline, partner-sourced and partner-influenced opportunities, deal registration activity, partner engagement, portal activity, campaign participation, and program performance.
• Provide reporting to support QBRs, partner business planning, regional reviews, executive updates, and internal operating reviews.
• Analyze partner performance to identify top contributors, at-risk partners, inactive partners, growth opportunities, and program gaps.
• Track key channel metrics including bookings, pipeline creation, NRR, expansion revenue, deal registration conversion, partner activation, account mapping sessions, growth planning sessions, and partner lifecycle progression.
• Improve visibility into channel attribution and ensure leadership has a trusted view of partner contribution.

AI, Automation & Process Efficiency

• Use AI, automation, and workflow tools to streamline manual channel operations processes. This is a genuine differentiator for this role, not a nice-to-have.
• Identify opportunities to automate partner intake, data enrichment, account matching, partner routing, reporting preparation, enablement follow-up, and field notifications.
• Partner with RevOps and Sales Development to improve workflows involving Clay, Claude, Gong, Salesforce, HubSpot, and related tools.
• Build scalable operating models that reduce dependency on manual tracking, one-off Slack follow-ups, and tribal knowledge.
• Help create a more intelligent channel engine that improves speed, accuracy, and consistency across the partner ecosystem.

Cross-Functional Coordination

• Act as the operational bridge between Channel and the internal teams required to support partner success.
• Work with Finance to support partner margin structures, rebate tracking, MDF, program cost tracking, and payout-related workflows.
• Partner with Marketing on partner campaigns, MDF administration, co-marketing execution, event follow-up, and partner engagement tracking.
• Work with Legal and Compliance to maintain partner agreements, program documentation, approval workflows, and contract process visibility.
• Partner with Sales and RevOps to improve routing, account ownership, opportunity attribution, forecasting hygiene, and field adoption of channel processes.
• Serve as a key escalation point when operational gaps are creating friction for partners, field teams, or customers.

What We Are Looking For:

Experience

• 8+ years of experience in Revenue Operations, Sales Operations, Channel Operations, Partner Operations, or Partner Program Management within a B2B SaaS environment.
• Deep, hands-on Salesforce Administration experience is required, with demonstrated personal ownership of configuration, workflow and flow-building, and system architecture, not just usage, reporting, or directing others who build. Salesforce Admin Certification and/or CPQ experience a plus.
• Experience owning or significantly improving revenue systems, channel operating models, partner programs, CRM workflows, and partner-facing systems.
• Experience with partner portals, marketplace platforms, and partner ecosystem tools strongly preferred.
• Experience with tools such as Allbound, Pax8, HubSpot, Gong, Clay, Claude, Tableau, Groove, Clari, or similar platforms preferred.
• Demonstrated experience administering partner programs, including deal registration, onboarding, incentive management, partner tiering, rebates, MDF, reporting, and partner lifecycle workflows strongly preferred, though we're equally open to strong Revenue Operations candidates building this specific depth for the first time.
• Experience working across global regions, including North America, EMEA, and APAC, strongly preferred.
• Experience building processes that improve partner experience, internal accountability, and executive visibility.

Skills & Competencies

• Highly analytical, with strong Excel, Salesforce reporting, dashboarding, and data interpretation skills.
• A genuine, hands-on systems builder comfortable being personally in Salesforce, configuring workflows and automations, not only directing a technical team.