Partner Operations Lead

ABOUT THE ROLE The Partner Operations Lead will play a critical strategic role in driving the growth of Vercel's Partnerships function. As a key member of the Revenue Operations team, you will be responsible for building and owning the systems, processes, and analytics that power Vercel's partner ecosystem, spanning resell/channel partners, Marketplace, and Technology Partners. WHAT YOU'LL DO As the Partner Operations Lead, you will be responsible for: - Building and optimizing the Partner Operations tech stack, ensuring a best-in-class partner experience across PRM (Salesforce Communities), Tackle.io, Crossbeam, and LMS, managing integrations, improving adoption, and driving continuous improvement. - Implementing and managing the PRM platform end-to-end, including deal registration workflows, partner pipeline visibility, rebate/entitlement tracking, partner newsletters, and SFDC integration. - Driving evolution of Partner Program Operations, scaling MDF, building partner tiering frameworks, and providing partners with improved visibility into entitlements, pipeline, and earnings. - Partnering with GTM Systems and Deal Desk to manage and optimize the partner price book in our quoting-to-cash process, streamline the closing process for partner-led deals, and improve the overall partner deal experience. - Collaborating with the Partnerships team to identify and implement optimizations across partner workflows, including lead funnel management, onboarding, incentive programs, and partner agreement processes. - Liaising with internal stakeholders in Marketing, Finance, and Business Operations to ensure data integrity for partner tracking and reporting on leads, campaigns, and opportunities. - Leading Strategy and Operations for Marketplace initiatives, ensuring Marketplace data and enrollments are represented in SFDC, defining the post-purchase customer and partner experience, determining how Marketplace purchases integrate into Enterprise contracts, tracking revenue impact, evaluating new Marketplace partners, and building onboarding workflows. - Acting as a thought partner to Partnerships leadership, helping set and execute GTM strategy to drive revenue growth through acquisition, expansion, and retention. - Building and maintaining reporting infrastructure, developing KPIs, dashboards, and performance metrics that provide actionable insights on partner program health, revenue contribution, and operational effectiveness. WHAT YOU'LL NEED - 6+ years of experience in partner operations, channel operations, or sales operations at a high-growth SaaS company, with demonstrated ownership of partner program systems and processes. - Deep Salesforce expertise, including reporting, dashboards, and experience with PRM platforms, CPQ, and partner ecosystem tooling (e.g., Tackle, Crossbeam). - Proven ability to build operational foundations from the ground up, standing up or significantly scaling partner operations frameworks including deal registration, partner tiering, MDF, and incentive programs. - Strong analytical and data modeling skills, proficiency in Excel/Google Sheets and BI platforms, with SQL experience preferred. - Track record of translating complex, cross-functional business problems into clear insights and actionable recommendations for both executive and front-line GTM audiences. - Ownership mindset, accountable, resourceful, and able to turn ambiguity into structured action plans. - Strong collaborator who builds alignment across Partnerships, Sales, Marketing, Finance, and Engineering stakeholders. - Comfortable in a fast-paced environment with the ability to