Director, Channel & Partner Sales Operations & Strategy

Director, Channel & Partner Sales Operations & Strategy

We're not just building better tech. We're rewriting how data moves and what the world can do with it. With Confluent, data doesn't sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them. It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together. One Confluent. One Team. One Data Streaming Platform.

We are seeking a Director, Channel & Partner Sales Operations & Strategy to lead the operational backbone and strategic direction for Confluent's global partner ecosystem. This leader will play a critical role in accelerating partner-sourced and partner-influenced revenue growth by building the processes, insights, and operational discipline that enable scale across all partner motions including Resell, OEM, Cloud, ISV, and System Integrators. This role sits within the Global Revenue Strategy & Operations organization and partners closely with leaders across Channel Sales, Alliances, Cloud, Finance, and Marketing to design and operationalize Confluent's partner go-to-market (GTM) strategy.

What You Will Do

• Partner GTM Strategy & Planning, lead the annual and quarterly GTM planning process for partner and channel sales, ensuring alignment to corporate growth objectives and regional priorities.
• Define and operationalize coverage models, partner segmentation, and capacity plans to drive revenue efficiency.
• Develop key metrics, scorecards, and insights to track partner performance, productivity, and ROI across motions and geographies.
• Operational Excellence, own core operating cadences for the Partner GTM QBRs, pipeline reviews, forecast processes, and performance governance.
• Partner with Sales Ops, Finance, and Systems teams to ensure seamless data capture and reporting within Salesforce and associated tools.
• Drive cross-functional alignment between Channel Sales, Field Sales, and Product teams to streamline execution and eliminate friction.
• Program & Incentive Design, support the design and operationalization of partner incentive programs and compensation models in collaboration with Channel Sales and Finance.
• Build frameworks to evaluate and optimize partner investments, MDF spend, and program ROI.
• Insights & Analytics, deliver actionable insights through dashboards and analyses that inform GTM strategy, coverage design, and partner engagement.
• Track key KPIs such as partner-sourced pipeline, influenced revenue, attach rates, and contribution to ARR growth.
• Leadership & Influence, act as the operational thought partner to the VP of Channel Sales and the Global Revenue Strategy & Operations leadership team.
• Lead a small global team of partner operations professionals and foster a culture of collaboration, accountability, and continuous improvement.

What You Will Bring

10+ years of experience in Sales Operations, Channel Operations, or GTM Strategy, ideally within a high-growth SaaS or cloud company. Deep understanding of partner ecosystems (Resell, CSP, ISV, GSI, and Hyperscaler alliances). Strong analytical and financial acumen with the ability to translate insights into operational decisions. Proven ability to lead cross-functional programs and influence at all levels of the organization. Proficiency with Salesforce, Tableau (or similar BI tools), and GTM planning systems. Exceptional communication and executive presence; able to distill complex data into clear, actionable insights.

What Gives You an Edge

You are both strategic and hands-oncomfortable designing GTM models but also diving deep into operational details. You thrive in a fast-paced, ambiguous environment where priorities shift quickly. You have a bias for action, a passion for operational excellence, and a commitment to enabling Confluent's growth through partners.

Ready to build what's next? Let's get in motion.

Come As You Are. Belonging isn't a perk here. It's the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what's possible. We're proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.