From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

We’re looking for a proven, execution-focused Partner Operations lead to manage and scale the operational infrastructure behind our global partner ecosystem. This role is essential to driving the continued success of Fivetran’s partner program and partner go-to-market (GTM) strategy—ensuring consistent execution across deal management, cloud marketplace operations, partner systems, and program governance.

You’ll work cross-functionally internally within the Fivetran Partner Organization (FPO) and across the company, including Sales Operations, Deal Desk, Systems, Legal, Procurement, Finance, and more, to enable scalable partner engagement, maintain operational rigor, and support partners with the tools and processes they need to succeed.

This is a full-time, hybrid position based out of our Oakland or Denver offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You’ll Use

Foundational: Salesforce CRM, partner tools including PRM/portal and LMS systems. Looker for reporting. Cloud co-sell tools: like Suger and marketplace platforms (e.g., ACE, OCP, CPPO), Google Suite, Coupa

Additional: Crossbeam, Rise, LMS

What You’ll Do

Partner Program & GTM Operations

Manage the global partner program infrastructure, ensuring clear processes for onboarding, tiering, compliance, and performance tracking aligned with GTM goals.
Support the execution of co-sell, resell, and influence motions by developing streamlined, scalable processes and cross-functional alignment.
Serve as the partner operations subject expert with sales operations and systems teams to drive continual process and systems improvements that support partner GTM motions.
Manage and optimize the partner portal as the central access point for deal registration, partner sales and marketing assets, program updates and more.
Oversee the partner learning management system (LMS) and coordinate with enablement teams and subject experts to provide training that supports sales and technical enablement and delivery readiness.
Collaborate with partner marketing, enablement, and systems teams to align partner-facing tools (including portal and LMS) with evolving program needs and strategic initiatives.

Partner Deal Operations

Lead and optimize the end-to-end lifecycle for partner deals, including registration, approvals, pricing, quoting, and booking.
Act as the primary liaison between the partner team and Deal Desk, ensuring consistency in pricing strategy, discounting guidelines, and exception processes.
Partner with Revenue Operations and Systems teams to improve automation, data hygiene, and visibility into partner deal activity and impact, AND lead reporting requirements capture and execution on an ongoing basis.
Own and manage partner incentives payout and tracking including rebates and spiffs. Work with partner and deal desk teams to ensure accurate deal structuring from deal registration to close.

Cloud Marketplace Management

Own operational execution across our marketplace providers - AWS, GCP, Azure and Snowflake - including listing creation and updates and management of the marketplace platforms and third-party integration tool used for offer creation and management.
Collaborate with finance, legal, and GTM stakeholders to expand cloud marketplace usage as a strategic channel for transacting with partners and customers.
Monitor and report on marketplace performance, identifying optimization opportunities and supporting GTM planning.

Cross-Functional Leadership & Continuous Improvement

Lead cross-functional projects and initiatives to enhance partner operations, automate manual processes, and improve internal and external user experience.
Support partner field teams with system documentation, training, and resources to navigate partner workflows effectively.
Track and analyze key partner metrics (deal flow, portal usage, training completions, program compliance) to inform strategic decisions and ongoing improvements. Including working with the Analytics team to ensure accurate reporting.

Skills We’re Looking For

7+ years in partner operations, sales operations, or business operations within a SaaS company, including ongoing management and optimization of partner program and GTM motions - co-sell, source, resell, etc.
Proven ability to work with Deal Desk, managing deal workflows and non-standard pricing processes.
Hands-on experience with cloud marketplace operations (AWS, Azure, GCP) preferred.
Strong background in partner tools, including PRM platforms, LMS systems, Salesforce, and BI tools.
Analytical and systems-oriented mindset, with excellent cross-functional communication and project management skills.
Ability working as part of a global team with understanding of the uniquenesses of different regions and partner GTM requirements.

Bonus Skills

Familiarity with cloud co-sell tools (e.g., ACE, OCP, CPPO) and SaaS channel billing models.
Experience building a global partner operations structure, including a partner portal, CRM/PRM integration and/or partner LMS.
Experience creating enablement content in a platform like Rise and implementation into partner LMS.
Conceptualize, generate, and maintain sales related BI dashboards - working with Analytics team.

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The pay range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the target position and level. Our pay ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The pay range is subject to change and may be modified in the future. Your recruiter can share more about the specific pay range for your location during the hiring process.

Oakland Pay Range

$155,854.20—$194,817.75 USD

Perks and Benefits

100% employer-paid medical insurance*
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetrans Benefits by Region.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

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We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please dont hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.