Strategic Operations Manager - Partnerships

Relay is a digital banking platform that gives self-made business owners the tools and know-how to be great with money—bringing clarity, confidence, and control to every dollar earned, so they can turn hard work into lasting success. We do this by replacing financial guesswork with real visibility, transforming cash flow from a constant source of stress into a clear signal owners can use to run stronger, more resilient businesses.

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. If you thrive on building scalable systems, simplifying complexity, and equipping others with the tools to win, then Relay is the place for you.

What You’ll Be Doing

Channel Strategy & Planning

• 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.

Sales Process & Enablement

• 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

Analytics & Reporting

• 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

Systems & Tooling

• 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

Cross-Functional Collaboration

• 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.

Who You Are

• You have 4+ years of experience in sales or partner enablement, partnerships, consulting, strategy and business operations, sales operations, or other sales channel-facing roles

• You are a systems thinker with a focus on execution, able to take ideas from concept to launch and scale them effectively

• Strong analytical skills with the ability to turn complex data sets into clear, actionable insights.

• Proficient with CRM platforms (Salesforce and HubSpot) and BI/reporting tools (e.g., Metabase, Tableau, Looker, or similar).

• You are a strong communicator who thrives in cross-functional environments and can translate complexity into clarity

• You are curious about how AI and technology can improve your workflow and constantly explore ways to make partner enablement more scalable and intelligent

Bonus Points

• You have experience working with accounting firms, GTM partner programs, or B2B software ecosystems

• Experience building RevOps infrastructure from the ground up or scaling operations in a high-growth environment.

• Familiarity with data infrastructure and analytics tools (e.g., dbt, BigQuery, Snowflake, Metabase, Looker).

• Experience working directly with AI agents, LLM-based applications, or prompt engineering in a production environment.

• Experience supporting a PLG and sales-assisted hybrid GTM motion.

• Background in fintech or SMB-focused SaaS environments.

• You have worked with SMBs in North America

The Interview Process

• Stage 1: A 30-minute Google Meet video call with a member of the Talent team

• Stage 2: A 45-minute Google Meet video call with the Director, Revenue Operations and the Director, Sales

• Stage 3: A 45-minute Google Meet video call with a member of the Leadership team

• Stage 4: A take-home case study followed by a 60-minute Google Meet video call with our team

Our Compensation Approach

We believe Relayers should feel rewarded for the impact they have on our mission and growth. Compensation follows impact. As impact increases, compensation grows, and we do not limit compensation changes to a once-a-year review cycle.

The annual salary range for this role is $130,500 USD to $166,750 USD.

For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is $145,000 USD. Offers below this point reflect candidates we believe can grow into the full scope of the role with support and development. Offers above this point reflect impact that meaningfully exceeds the role’s defined expectations or an expanded scope from day one.

We encourage you to have a conversation with your recruiter and ask questions about compensation throughout the hiring process. For more information on our compensation philosophy and perks and benefits, visit our Candidate Hub.

Why Relay Might Be the Perfect Fit For You

• You push relentlessly for reinvention: You're always asking "how can this be better?" -- in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You'd rather build something better than defend something familiar.

• You crave autonomy: We trust our team with big challenges and the freedom to solve them. If you’re someone who takes initiative, is comfortable taking risks, and seeks input when needed, you’ll find the freedom here empowering.

• You own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks.

• You build with AI, not just use it: You're actively embedding AI into how you work, pushing what's possible, and bringing your team along with you.

• You care about impact, not noise: You care deeply about the substance of your work. You measure success by results, not recognition, and you let your work speak for itself. 

• You’re energized by complexity and ambiguity: You enjoy tackling problems that don’t come with a playbook. You’re comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward.

• You seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvement.

• Small businesses are why we're here: Relay exists to help them thrive -- and that mission has to resonate with you.

Join Us

We're looking for people who are relentless, curious, and care deeply about the work. You're encouraged to apply even if your experience doesn't perfectly match the job description -- your perspective and drive matter more. We welcome diverse backgrounds and people who think critically, challenge the status quo, and want to help small businesses thrive.

If you require accommodations at any stage of the hiring process, please reach out to your Talent Partner.

Disclaimer: For compliance reasons, all offers of employment at Relay are conditional upon a successful background check and employment verification through Certn.