Strategic Operations Manager

We're looking for a Strategic Operations Manager - Partnerships to join our team supporting the Partner Sales team to empower accounting and bookkeeping professionals to better serve their SMB clients

Joining Relay means a unique opportunity to make a huge impact by building a category-defining Partner Program from the ground up. You'll play a pivotal role in Relay's growth journey, defining and developing a critical function that will scale one of our most important growth channels

As a strategic connector, you'll work with cross-functional teams (Partner Sales, Marketing, Product, Data, RevOps, and Engineering) to deliver enablement, data, and operational tools for our partners to succeed and grow

Own the revenue planning process for the A&B sales channel, including annual planning, quota design, territory modeling, and headcount forecasting

Develop and maintain channel-specific go-to-market frameworks that define how we acquire, activate, and expand relationships with accounting and bookkeeping professionals

Identify and drive strategic growth opportunities within the A&B segment and present data-backed recommendations to senior leadership to optimize partner sales in alignment with business priorities

Design, document, and continuously improve the end-to-end sales process for A&B channel reps, from prospecting through close and handoff

Partner with Sales Enablement to ensure Sales team has the playbooks, tools, and training needed to effectively engage accounting and bookkeeping professionals

Lead pipeline management best practices, deal inspection cadences, and stage conversion optimization using modern B2B go-to-market motions and key revenue metrics

Monitor and optimize the partner onboarding journey, reducing time to value and friction points

Build and maintain dashboards and reporting frameworks that provide real-time visibility into channel health, pipeline trends, rep performance, and revenue attainment

Conduct deep-dive analyses on funnel conversion, churn risk, partner engagement, and seasonal trends specific to the A&B market

Establish and monitor channel KPIs, including ARR/MRR growth, client referral rates, partner retention, and bookings velocity

Analyze partner activity, client outcomes, and workflow adoption to uncover insights, including tracking the realized value Relay delivers to partners' clients (e.g., cash flow impact, workflow ROI)

Use data to inform program improvements, partner segmentation, territory management and strategic focus areas

Design and maintain a partner-facing dashboard for incentive tracking, performance metrics, and earned rewards, while partnering with RevOps and Data to automate reporting workflows, set topline goals, and integrate performance tracking into internal systems

Administer and optimize CRM workflows, data hygiene, and automation relevant to the A&B channel (e.g., Salesforce, HubSpot)

Evaluate and implement tools that improve prospecting, pipeline visibility, and partner relationship management

Ensure data integrity across all systems that feed A&B channel reporting

Own and iterate on tools, systems, and processes to improve partner lifecycle management, drive partner engagement and achieve key revenue driving metrics

Act as the primary RevOps liaison to the A&B channel sales team, ensuring alignment between field execution and company revenue goals

Partner with Marketing to define channel-specific demand generation programs, lead routing, and campaign attribution

Collaborate with Finance on revenue forecasting, commission plan design, and deal desk processes

Work with Product and Customer Success to surface A&B partner feedback and inform roadmap prioritization

Benefits

Competitive salary and meaningful equity: Relay employees are Relay owners, complete with equity and a competitive salary. Since 2023, 66%+ of employees have received salary increases, with multiple new team members joining just last year.

Social connection: We believe in celebrating our wins with two annual company-wide get-togethers, quarterly team events, happy hours, and special events and networking opportunities with industry leaders.

Personal and professional growth: Through ongoing feedback, mentorship, and coaching, work with peers and leaders who are invested in your growth and success. Even with more than half of our team joining in the last 12 months, almost 20% have received promotions in the last year alone.

Parental leave with top-up: We offer 12 weeks off with a 100% salary top-up for all full-time employees, regardless of location, and accessible for all parents: birthing, non-birthing, and adoptive

Comprehensive health benefits: Enjoy full health benefits from day one: no probation period required. We offer flexible Health or Wellness Spending Accounts and medical, dental, and vision coverage