Director, Global Partner Operations

About Smartsheet

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

About the Role

As a Director, Global Partners Operations, you will play a key role on our global partnerships team. You will work directly with the Partner leadership team and play a critical role in designing, planning, executing and maintaining key partner operations initiatives that align with Smartsheet’s strategic priorities and vision. Understanding partner ecosystems, partner programs, partner support, deal structure, CRM & PRM systems, and ongoing operational processes will be key to success in this role. This role will play a pivotal part in scaling our partner programs, optimizing lead-to-cash processes, and supporting the growth of our partner business. You’ll use that expertise to build and execute operations that enable long-term growth of our partnership ecosystem worldwide. This role reports to the Director, Global Partner Programs and is remote eligible although needs to be based in the United States.

Key Responsibilities

Partner Operations Strategy & Planning

• Conduct research and data analysis to support GTM and partnerships planning/budgeting
• Provide insights to optimize partner strategy & resource allocation
• Translate partner strategy into execution plans with clear milestones and success metrics.
• Operationalize scalable partner programs aligned with business priorities and GTM strategies.
• Build and maintain processes to support multiple partner motions (e.g., resell, distribution, co-sell, referral, etc.).
• Support the analysis and determination of sales goals for partner account managers and individual partners.
• Determine partner capacity and productivity required to achieve sales goals.
• Forecast partner ecosystem revenue based on pipeline and leading indicators.

Lead & Opportunity Management & Optimization

• Own and evolve the partner lead-to-cash process, ensuring frictionless quoting, contracting, deal registration, and billing workflows.
• Lead partner operations planning for EOM and EOQ cycles, ensuring team readiness and resource coverage.
• Act as a subject matter expert on partner deal structure, working closely with cross functional teams (Deal Desk, Legal, etc.) on complex and key deals
• Develop and maintain partner-specific pricing and discounting models in Salesforce CPQ.
• Align partner operations with U.S. public sector procurement and compliance requirements.
• Ensure timelines, documentation, and processes accommodate public sector buying cycles and regulations.
• Coordinate crossfunctionally on special handling for regulated partner transactions.
• Partner with Finance and Legal to ensure quote and contract workflows meet compliance, revenue recognition, and audit requirements.
• Effectively address escalations and proactively identify bottlenecks and implement short-term mitigations and long-term improvements.

Program Performance Tracking & Insights

• Track partner compliance with program requirements and eligibility for program tiers/specializations.
• Provide a comprehensive view of partner performance and identify and prioritize performance drivers.
• Define, track, and report on key operational performance indicators related to support queue operational efficiency.
• Maintain dashboards and reporting cadences to surface trends, gaps, and opportunities.
• Use data to inform decisions, support QBRs, and drive continuous improvement initiatives.

Systems & Tools Leadership

• Partner with Field Systems and partner teams to ensure tools are integrated, intuitive