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Senior Partner Operations Manager

US - Remote

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 commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

    In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

    - The typical starting salary range for this role is:
    $144,000 -- $174,600 USD

    - The typical starting salary range for this role in the select locations listed is:
    $160,000 -- $191,000 USD
  • Equity Stake
  • Benefits: In the US, dbt Labs offers unlimited vacation (and yes we use it!), 401k w/3% guaranteed contribution, excellent healthcare, paid parental leave, wellness stipend and a home office stipend. For employees outside the United States, dbt Labs offers a competitive benefits package
  • Benefits - dbt Labs offers:
    • Unlimited vacation (and yes we use it!)
    • 401k w/3% guaranteed contribution
    • Excellent healthcare
    • Paid Parental Leave
    • Wellness stipend
    • Home office stipend, and more!

*Equity or comparable benefits may be offered depending on the legal limitations

What to expect in the hiring process (all video interviews unless accommodations are needed):

  1. Interview with Talent Acquisition Partner
  2. Interview with Hiring Manager
  3. Team Interviews

#LI-LC1

Who we are

At dbt Labs, we have developed strong opinions on how companies should practice analytics.

Specifically, we believe that:

  • Code-based transformations offer unmatched flexibility and transparency across various “multi-player” development to power everyone in the organization to collaborate on a common language
  • Data analysts should adopt similar practices and tools to software developers
  • Critical analytics infrastructure should be controlled by its users as open source software
  • Analytic code itself — not just analytics tools — will increasingly be open source

It turns out that a lot of other people believe this too! Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and 5,100 companies paying for dbt Cloud. Our customers include JetBlue, Hubspot, Vodafone New Zealand, and Dunelm. dbt is synonymous with the practice of analytics engineering, defining an entire industry. We’re backed by top investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. 

dbt Labs is an equal opportunity employer. We're committed to building an inclusive team that welcomes a diversity of perspectives, people, and backgrounds regardless of race, color, national origin, gender, sexual orientation, age, religion, disability, citizenship, veteran status, or any other protected status. We feel strongly that whether or not your experience exactly fits the job description, your passion and skills will stand out and set you apart even if your career has taken some twists and turns.  If you are on the fence about whether you meet our requirements, we encourage you to apply anyway! Please reach out to us directly at recruiting@dbtlabs.com if you need assistance or an accommodation. 

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page here. 

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.

 

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