Senior Channel Sales Operations Specialist

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.Revenue Operations has one job, to drive growth by accelerating our revenue-generating and revenue-retaining teams. We directly support Sales, Marketing, Channel, Customer Enablement, Customer Support and Payments by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient.Who you are:
Clio is on a mission to scale our GTM operations to the next level. We are seeking a high-caliber
Senior Channel Sales Operations Specialist
to lead transformative initiatives that will drive operational excellence across our partner ecosystem. This role is tailor-made for seasoned professionals with a passion for strategic impact and a proven track record of building and scaling channel and partner operations in a high-growth SaaS environment.You will be working on the Sales Operations team in the Revenue Operations department, reporting to the Manager, Sales Operations. Your team is responsible for enabling channel operational efficiencies and data-driven decision making across our reseller, referral, and technology partner segments. This role will be cross-functional with deep partnerships across Sales, Channel, Customer Success, Marketing, Finance, and Legal.We are looking for someone who understands the mechanics of indirect revenue — how partners source, influence, and close — and who can build the operational infrastructure to support and scale those motions. The ideal candidate has a genuine passion for partner-led growth, deep familiarity with channel program economics (e.G., margin structures, co-sell frameworks, partner tiers), and the ability to translate that into scalable processes and tooling.What you'll be doing:
Channel Program Operations
Own the operational infrastructure for Clio's global partner ecosystem across reseller, and referral segments
Design and maintain partner-attributed pipeline tracking, ensuring accurate sourced vs. influenced vs. co-sell categorization in Salesforce
Build and maintain channel reporting frameworks: partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and partner contribution by tier
Support the operational infrastructure behind partner programs, ensuring efficient execution, accurate tracking, and a seamless partner experience.
Partner Performance & Pipeline
Support partner pipeline inspection and forecast roll-ups alongside Channel Sales Leadership
Develop reporting and insights that help drive partner growth and improve program performance.
Build channel-specific territory and routing logic to ensure partner-sourced leads and registered deals are handled with appropriate priority and attribution integrity
Program & Systems Administration
Own configuration and adoption of partner-facing and partner-adjacent tools (e.G., partner portal,, Salesforce channel specific objects, ChiliPiper routing for partner referrals)
Maintain documentation and training materials for channel processes, rules of engagement, and partner program policies
Support partner program tier management — tracking partner certifications, activity thresholds, and tier qualification criteria
Demonstrated ability to use AI enabled tools to streamline workflows, generate insights, and scale operational processes.
Cross-Functional Collaboration
Partner with Channel Sales, Marketing, Legal, and Finance to operationalize go-to-market motions including co-marketing campaigns, channel incentive programs, and partner enablement launches
Serve as the channel operations subject matter expert in cross-functional planning cycles (annual planning, QBRs, GTM launches)
Prioritize and support ad hoc requests, partner escalations, and troubleshooting
What you bring:
4+ years of relevant experience in Sales Operations or Channel/Partner Operations at a technology company
Experience supporting partner, channel, or indirect revenue programs in a high growth SaaS environment.
Familiarity with channel program mechanics: deal registration, partner tiering, co-sell motions, referral fee structures, and margin/discount governance
Proficient knowledge of Salesforce objects, object relationships, and reporting — including channel-specific objects (Partner, Opportunity splits, lead source attribution);
Salesforce Admin certification is a bonus
Experience with partner relationship management (PRM) tools or partner portal configuration is strongly preferred
Experience with sales and channel tech stack tools: SalesLoft, ChiliPiper, Gong, ZoomInfo
High proficiency in Google Sheets or Excel for building channel performance models and program tracking
Experience working with BI tools, analyzing data, and extracting insights — particularly for partner contribution and pipeline attribution reporting
Meticulous organization, high standards of accuracy, and strong attention to detail
Proven ability to manage org-wide change, particularly in operationalizing new partner program structures
Demonstrated ability to identify operational challenges and build scalable solutions that improve efficiency and business outcomes
This is a new role.What you will find here:Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.Some highlights of our Total Rewards program include:Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin, London, New York City and Sydney) to be in office min. twice per week.
Flexible time off policy, with an encouraged 20 days off per year.
$2000 annual counseling benefit
RRSP matching and RESP contribution
Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
The expected salary range for this role is $102,900 to $139,300 CAD. Initial placement within the range is informed by geographic region, experience, and skillset, with room to progress as impact and tenure grow. Final offer amounts will vary based on candidate profile.Diversity, Inclusion, Belonging and Equity (DIBE) & AccessibilityOur team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.Learn more about our culture at clio.Com/careersWe're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI-generated output, and we never make automated hiring decisions.Disclaimer: We only communicate with candidates through official @clio.Com email addresses.
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