Head of Partner Operations

The role

Nebius is seeking a Head of Partner Operations to build and scale the operational backbone of our global partner business. This is a high-impact leadership role where you’ll shape channel strategy, streamline partner sales processes, and lead a global team dedicated to enabling growth through our partner ecosystem.  

You will collaborate closely with Channel & Alliances leadership, Sales, Marketing, and Systems to drive strategy, planning, and execution across partner programs. From tooling, pipeline generation, analytics to territory design and quota setting to compensation models, you will ensure our partner business is set up for scalable, sustainable success.  

This role is a great fit if you thrive in fast-paced, high-growth environments, enjoy building structure in complexity, and are motivated by the opportunity to directly influence how we grow through partners.  

You are welcome to work remotely from the United States. 

Your responsibilities will include:  

Partner Operating Model 

• Own end-to-end partner operations. 


• Establish global standards and governance for deal registration, pricing, incentives, pipeline management, and partner experience.


• Scale operations to support complex enterprise, marketplace, and multi-route-to-market motions. 

Business Impact & Metrics 

• Define and own partner KPIs tied to pipeline, revenue, sales velocity, and partner ROI. 


• Deliver executive-ready reporting with real-time visibility into partner performance by segment, geography, and route to market.


• Drive improvements in partner-sourced and partner-influenced revenue, forecast accuracy, and deal efficiency. 

Strategy & Planning 

• Lead annual and quarterly planning for Channel & Alliances, including coverage models, territory design, quotas, and compensation alignment.


• Partner with executive leadership to evolve channel strategy, co-sell models, and rules of engagement.


• Ensure operational readiness for new regions and solution areas. 

Systems & Execution 

• Own the partner systems roadmap, scaling PRMs, partner portals, analytics, and automation to support partners.


• Optimize tooling and processes to enable frictionless co-sell. 

Ecosystem Growth 

• Scale partner-sourced pipeline and revenue across GSIs, ISVs, MSPs, and cloud marketplaces.


• Operationalize new routes to market and strategic alliances. 

We expect you to have:  

• 12+ years of experience in partner operations, sales operations, partner sales/management, or programs within B2B SaaS. 


• Experience operating in multi-type, multi-tier partner ecosystems (GSIs, ISVs, MSPs, Service Providers, Distributors, Technology Partners, Channel).


• Proven success scaling partner programs in fast-growth SaaS or enterprise technology companies.


• Strong analytical and quantitative skills with a data-driven approach to KPIs, dashboards, and insights.


• Hands-on expertise with CRM and SQL for reporting, analytics, and process optimization.


• Excellent communication and influencing skills, with the ability to partner effectively at executive levels internally and externally.


• Proficiency with partner operations tools; experience with PRM systems  


• Experience with top-tier software partner organizations or service providers is highly valued.


• Self-starter with a track record of building scalable processes and thriving in dynamic environments.


• Bachelor’s degree required; MBA or advanced degree is a plus.  

Key employee benefits in the US: 

• Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.


• 401(k) plan: Up to 4% company match with immediate vesting.


• Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.


• Remote work reimbursement: Up to $85/month for mobile and internet.


• Disability & life insurance: Company-paid short-term, long-term and life insurance coverage. 

Compensation 

We offer competitive salaries, ranging from $280k - $330k OTE + equity based on your experience.