Manager, Revenue Operations - Partnerships

Manager, Revenue Operations — Partnerships

The Opportunity

Engine is rebuilding business travel from the ground up — AI-native, high-velocity, and designed for scale. We connect 25,000+ businesses to a global network of 1M+ properties, airlines, and rental car partners. Partnerships is one of the most strategically complex revenue streams we run — and it needs a RevOps operator who can match that complexity.

This is not a coordination role. This is the person who builds the operational foundation for Engine’s channel motion — owning the systems, the attribution logic, and the pipeline infrastructure that makes TMC relationships, named verticals, and strategic alliances work at scale. You will sit inside the Partnerships pod and be the connective tissue between partner-facing teams and the revenue systems that track, measure, and accelerate their impact.

If you have built RevOps infrastructure for channel and partnership motions — not just direct sales — this is your role.

The Motion You’ll Own

Partnerships at Engine is not one motion — it’s several. TMC relationships carry their own engagement models and client overlap dynamics. Named verticals require tailored pipeline tracking and account mapping. Strategic alliances involve co-sell coordination, shared forecasting, and attribution logic that doesn’t exist out of the box in any CRM.

The standard sales play-book doesn’t apply here. 

Partner-sourced versus partner-influenced attribution, overlay compensation structures, and the nuance of a deal that has both an Engine seller and a partner in the room — these are the problems you will own and solve permanently.

What You’ll Own

• Partner Pipeline Architecture: Build and maintain the pipeline infrastructure for the partnerships motion. Define stage logic, attribution models, and deal tracking that accurately reflects how partner-sourced and partner-influenced revenue flows — and ensure the VP of RevOps can see it clearly.
• Attribution & Influence Modeling: Own the logic that determines what counts as partner-sourced, partner-influenced, or co-sold. Build the models, enforce the standards, and ensure the business can trust the data when making allocation decisions.
• CRM Configuration for Channel Complexity: Configure and maintain the CRM architecture that supports partner engagement — account mapping, overlap identification, partner record management, and activity tracking across TMC and alliance relationships.
• Overlay Comp & Quota Support: Partner with the VP of RevOps and Finance to model and track overlay compensation for partnership-involved deals. Flag anomalies, model attainment, and ensure incentive structures are driving the right co-sell behaviors.
• Partner Tooling & Workflow: Identify friction in the partner motion and remove it. Own partner-facing tooling, configure workflows that reduce manual coordination, and build the automation that makes co-selling feel seamless instead of cumbersome.
• Performance Analytics: Build the reporting layer that tells the story of the Partnerships pod — pipeline contribution, deal velocity, conversion benchmarks by partner type, and the metrics that matter in QBRs.
• Cross-Functional Coordination: Be the RevOps voice at the intersection of Partnerships, Sales, and Finance. Translate partner program complexity into systems logic — and systems data into partner-facing insight.

What We’re Looking For

Experience

• 4-6 years in Revenue Operations or Sales Operations, with direct experience supporting a channel or partnerships motion — not just direct sales
• Hands-on CRM experience (Salesforce preferred) — including custom objects, partner community configuration, or channel-specific CRM architecture
• Understanding of partner attribution methodologies — source vs. influence, co-sell vs. resell, overlay vs. primary comp structures
• Experience with partner tooling (PRM platforms, co-sell tracking, account mapping tools like Crossbeam or Reveal) is a strong plus
• Demonstrated ability to build pipeline reporting for indirect and complex sales motions

Who You Are

• Channel-native: you understand that partner motions don’t fit the direct-sales template, and you build systems that reflect how partnerships actually generate revenue
• Attribution-precise: you have a point of view on how partner influence should be measured, you can defend it with data, and you know where the gray areas are
• Relationship-aware: you understand that the partner ecosystem is a network, not just a pipeline, and your systems reflect the nuance of ongoing relationships rather than just closed deals
• Builder who moves fast: you treat every manual coordination process as a problem waiting to be solved permanently, and you do not wait for permission to improve something obvious
• Clear communicator: you can translate complex attribution logic into plain language for a partner manager, and complex partner economics into clear data for the senior leadership team