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 Coll