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 will 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 & 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‑mindful 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

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