Director – Partner Operations

The role

Nebius is seeking Director, 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:

Operational Excellence

• Streamline partner sales processes from recruitment to deal execution.
• Drive continuous improvement in deal registration, pricing, packaging, and pipeline management.
• Collaborate with Systems teams to evaluate, select, and deploy partner tools and platforms (e.g., PRMs, partner portals, analytics solutions).

Reporting & Analytics

• Define KPIs and performance metrics to measure the health of the partner business.
• Build dashboards and reporting frameworks to provide real-time visibility into pipeline, performance, and revenue contribution.
• Derive insights from data to inform strategy, identify trends, and drive decision-making across the partner ecosystem.

Strategy & Planning

• Lead annual and quarterly planning for the Channel & Alliances organization, including territory design, quota setting, and compensation alignment.
• Partner with senior leadership to define and evolve channel strategy, rules of engagement, and go-to-market models.

Cross-Functional Collaboration

• Work with Legal on partnership agreements across multiple routes to market.
• Partner with Pricing, Marketing, and Enablement teams to ensure partners are equipped with training, tools, and resources to succeed.
• Collaborate with Systems to evolve partner tooling, ensuring an exceptional partner experience.

Innovation & Growth

• Lead strategic cross-functional initiatives that accelerate partner revenue and pipeline generation.
• Explore new routes to market and operationalize emerging strategic partnerships.
• Introduce best practices from tier-1 partner organizations to build scalable partner operations.

We expect you to have:

• 10+ 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 $225k - $275k OTE based on your experience.