Sales Operations Manager, Channel

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 .

We are currently seeking a Channel Sales Operations Manager to join our Revenue Operations team. This role is available to applicants based in either the United States or Canada. 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.

Clio’s partner ecosystem is becoming a primary growth lever — the way we break into hard markets, extend into new geographies, and absorb the businesses we acquire. Today, it runs on processes that were never designed for its current scale. We are hiring a Channel Sales Operations Manager to own the operating model behind it. This is a net-new role, and it is deliberately senior: we want someone who arrives as the subject matter expert and owner of channel operations at Clio, not someone who needs the function defined for them first. You will own Clio’s global partner channel operationally — reseller and referral segments, all law firm segments, every region we operate in. Your first mandate is concrete: map what actually happens today, name the gaps costing our partner account managers time and revenue, and lead the business implementation of our new partner platform. From there, you own the operating model those processes run on. You will be working on the Sales Operations team in the Revenue Operations department, reporting to the Manager, Technical Sales Operations, with deep cross-functional partnerships across Channel, Sales, Customer Success, Marketing, Finance, and Legal. The role is also genuinely ambiguous — our operations org is scaling fast, and work will often arrive undefined, contested between teams, or both. The people who thrive here have a strong "figure it out" instinct: they sit in the messiness long enough to find the right frame instead of the fast answer, and they are comfortable naming a problem nobody has named yet.

Lead the partner platform implementation Own the business implementation of a new Partner Relationship platform, Clio’s new AI-driven partner platform — requirements, configuration, data model, partner journeys, migration, and adoption. Own the platform roadmap after launch, including where Salesforce remains the system of record Drive down partner-side friction as a measured outcome — including partner portal lead conversion, which takes roughly 15 minutes today Own the channel operating model Map and document Clio’s channel processes end to end, including the scenarios undocumented today: l, referral and reseller partner motions Identify and close the operational gaps slowing down partner account managers, and build the mechanisms that keep those gaps from re-forming Own partner-attributed pipeline architecture in Salesforce, ensuring accurate sourced vs. influenced vs. co-sell categorization Own the channel measurement architecture — partner-sourced MRR, activation rates, deal registration volume, co-sell conversion, and contribution by tier — defining what good looks like, not just reporting the number Own partner program tier mechanics, channel routing and territory logic, rules of engagement, and the enablement material that supports them Serve as escalation and decision point for partner attribution and credit disputes Bring channel operations into strategy, not just execution Serve as the accountable channel operations voice in annual planning, QBRs, and GTM launches Bring operational feasibility into partner program and