Partner Manager

Partner Manager @ Clay

Clay's solutions partner ecosystem is a critical growth lever, not just as a sourcing channel, but as a force multiplier for pipeline creation, deal velocity, and enterprise credibility. As Clay continues to scale upmarket and expand its partner-led motion, we're investing in dedicated Partner Managers who will own the sales execution layer of our solutions partner relationships.
This role sits at the intersection of Partnerships and Sales, with a clear mandate: drive partner-sourced and partner-influenced pipeline through structured co-sell motions, account mapping, referrals, and joint execution. You'll manage a portfolio of high-impact Solutions Partners, working closely with Clay's GTM Engineering, GTM Ops, and Sales teams to identify shared opportunities, accelerate in-flight deals, and turn partnerships into a repeatable revenue engine.
What You'll Do

Partnership Ownership
Own a portfolio of enterprise-focused Solutions Partners with responsibility for partner-sourced and partner-influenced pipeline, deal progression, and revenue
Contribute to the ongoing refinement of Clay's enterprise co-sell frameworks and partner engagement model
Co-sell Execution
Lead enterprise co-sell motions from referral through close, partnering with GTM Engineers on opportunity strategy
Run account mapping and pipeline reviews to identify whitespace, expansion paths, and partner-led entry points
Translate what works into scalable infrastructure: tooling, playbooks, and repeatable workflows
Drive rigor across deal registration, partner engagement, and pipeline hygiene
Manage partner capacity and capability alignment to match opportunities with proven domain expertise
Market Activation and Collaboration
Drive joint GTM efforts with partners: co-hosted webinars, executive roundtables, and thought leadership
Collaborate with GTM Ops, Solutions Engineering, Legal, and Sales Leadership on deal routing, attribution, and forecasting
Support the evolution of partner-led sales motions, including reseller opportunities for lower-touch segments
What You'll Bring

4–7+ years of experience in sales, B2B partnerships, business development, or ecosystem roles at a B2B SaaS company
Hands-on experience working with solutions partners, agencies, or SIs, especially in enterprise co-sell, referral, or partner-sourced revenue motions
Strong familiarity with account mapping, pipeline reviews, and deal collaboration between internal sales teams and external partners
Comfortable operating in cross-functional environments, partnering closely with Sales, GTM Ops, Legal, and Solutions teams
Sales-minded and outcomes-oriented, with comfort being measured on pipeline creation, deal influence, and revenue impact
Able to operate with structure and rigor while building trust-based, high-leverage partner relationships
Comfortable engaging at the executive level with partners and internal sales leadership
Bonus: experience working alongside sales engineering, RevOps, or GTM teams; familiarity with Clay and other tools like Crossbeam, Retool, Dust, and other similar platforms