Confluent

Compensation

Full Description

Job Description: • Partner GTM Strategy & Planning, lead the annual and quarterly GTM planning process for partner and channel sales, ensuring alignment to corporate growth objectives and regional priorities. • Define and operationalize coverage models, partner segmentation, and capacity plans to drive revenue efficiency. • Develop key metrics, scorecards, and insights to track partner performance, productivity, and ROI across motions and geographies. • Operational Excellence, own core operating cadences for the Partner GTM — QBRs, pipeline reviews, forecast processes, and performance governance. • Partner with Sales Ops, Finance, and Systems teams to ensure seamless data capture and reporting within Salesforce and associated tools. • Drive cross-functional alignment between Channel Sales, Field Sales, and Product teams to streamline execution and eliminate friction. • Program & Incentive Design, support the design and operationalization of partner incentive programs and compensation models in collaboration with Channel Sales and Finance. • Build frameworks to evaluate and optimize partner investments, MDF spend, and program ROI. • Insights & Analytics, deliver actionable insights through dashboards and analyses that inform GTM strategy, coverage design, and partner engagement. • Track key KPIs such as partner-sourced pipeline, influenced revenue, attach rates, and contribution to ARR growth. • Leadership & Influence, act as the operational thought partner to the VP of Channel Sales and the Global Revenue Strategy & Operations leadership team. • Lead a small global team of partner operations professionals and foster a culture of collaboration, accountability, and continuous improvement. Requirements: • 10+ years of experience in Sales Operations, Channel Operations, or GTM Strategy, ideally within a high-growth SaaS or cloud company. • Deep understanding of partner ecosystems (Resell, CSP, ISV, GSI, and Hyperscaler alliances). • Strong analytical and financial acumen with the ability to translate insights into operational decisions. • Proven ability to lead cross-functional programs and influence at all levels of the organization. • Proficiency with Salesforce, Tableau (or similar BI tools), and GTM planning systems. • Exceptional communication and executive presence; able to distill complex data into clear, actionable insights. Benefits: • Offers Equity