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.

We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

Summary

What your team does

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 $100,300 to $118,000 to $135,700 CAD. There are a separate set of salary bands for other regions based on local currency.

*Our salary bands are designed to reflect the range of skills and experience needed for the position and to allow room for growth at Clio. For experienced individuals, we typically hire at or around the midpoint of the band. The top portion of the salary band is reserved for employees who demonstrate sustained high performance and impact at Clio. Those who are new to the role may join below the midpoint and develop their skills over time. The final offer amount for this role will be dependent on geographical region, applicable experience, and skillset of the candidate.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility

Our 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/careers.

We'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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