Partner GTM Programs & Operations Director

About this role

Summary: Anaconda's partner ecosystem is evolving from a collection of relationships into a growth engine that will help us scale from 50M+ users to becoming the standard for AI-native development. As Partner GTM Programs & Operations Director, you'll build the operating model that turns partner strategy into revenue reality. You'll work directly with our SVP of Partnerships and executive leadership to design scalable processes, establish data-driven performance frameworks, and integrate AI-powered tools across our Cloud Marketplace, Channel, and technology partner programs.

This is a builder role with executive visibility—you'll shape how we operate, measure success, and drive predictable partner-influenced revenue growth. What You'll Do: Design and execute partner operations strategies that align with company revenue targets across Cloud Marketplace, Channel, and technology partner segments Build operational playbooks, standard operating procedures, and reporting frameworks that enable partners to drive measurable business outcomes Lead quarterly business reviews, forecasting cycles, and planning processes to ensure partners contribute predictably to pipeline and revenue Create dashboards and performance tracking systems that provide visibility into partner-sourced revenue, deal velocity, forecast accuracy, and ROI on partner investments Integrate AI-powered automation into partner workflows—from lead routing to deal registration to partner enablement—to reduce friction and accelerate time-to-value Collaborate with Field GTM, Marketing, Finance, and Customer Success to ensure partner considerations are embedded in companywide planning and decision-making Drive adoption of new tools, processes, and best practices across the partner organization through structured change management Establish the operating rhythm for the Partnerships team—weekly cadences, monthly reviews, quarterly planning—and serve as trusted business partner to leadership Your Impact Will Be Measured Through: Growth in partner-sourced and partner-influenced revenue quarter-over-quarter Improvement in deal velocity for partner-engaged opportunities compared to direct-only motion ROI on partner program investments measured through revenue contribution relative to program spend Forecast accuracy for partner pipeline with clear trend toward predictability Adoption rates of new operational tools and processes across partner teams and partner organizations What You Need: 10+ years leading GTM operations, programs, and strategic planning for Partnerships organizations focused on cloud providers, Channels, or technology ecosystems Experience in management consulting, corporate strategy, or corporate development with a track record of translating strategy into operational execution Demonstrated expertise leading cross-functional initiatives that involve Sales, Marketing, Finance, and executive stakeholders Proven ability to build dashboards, reporting frameworks, and performance metrics that drive data-driven decision-making Experience designing and implementing operational playbooks and standard operating procedures in fast-changing environments Comfort working with and presenting to executive audiences with the ability to distill complex data into actionable insights What Will Make You Stand Out: ou've scaled partner operations at an enterprise software, AI, or data platform company through rapid growth phases You have hands-on experience leveraging AI tools to automate workflows, analyze partner performance data, or optimize resource allocation across partner programs You've led Cloud Marketplace operations (AWS, Azure, GCP) and understand how to maximize transactable revenue through marketplace channels You bring open-source community experience and understand how to align partner GTM motions with developer-led growth You thrive in fast-paced startup environments where you define the playbook rather than inherit one You embody our values: 'Curious by Default', 'Build Together', 'Own It', and 'Lead with Guts and Heart', and our behaviors: Clarity, Care and Candor You care deeply about fostering an environment where people of all backgrounds and experiences can flourish Why You'll Like Working Here: You'll thrive in a high-performance environment where results are recognized and rewarded Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise.