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