Specialist/Senior Specialist – Partnership Operations – Revenue Operations Full Time

Darwinbox is the fastest-growing HR technology platform, designing the future of work by building the world’s best HR tech, driven by a fierce focus on employee experience and customer success, and continuous, iterative innovation. We are the preferred choice of 900+ global enterprises to manage their 2.5 million+ employees across 116+ countries.

Darwinbox’s new-age HCM suite competes with local as well as global players in the enterprise technology space (such as SAP, Oracle, and Workday). The firm has acquired notable customers ranging from large conglomerates to unicorn start-ups: DP World, Masafi, DIFC, Abu Dhabi Department of Finance, Nivea, Starbucks, Swiggy, DLF, Crisil, CRED, Vedanta, Mahindra, Glenmark, Gokongwei Group, Mitra Adiperkasa, EFS Facilities Management, VNG Corporation, and many more.

Our vision of building a world-class product company from Asia is backed by marquee global investors like Microsoft, Salesforce, Sequoia Capital, and Lightspeed Venture Partners.

About the role:
We’re building a scalable, trustworthy partner engine that accelerates revenue and elevates product experience. This role owns the operating system for partner lifecycle and governance—from onboarding and deal registration to commissions, billing, and performance analytics—working cross functionally with Product, Sales/GTM, Partnerships, Finance, Legal, and Customer Success.

The role focuses on operational rigor, data, and governance; and will be selectively client/front-facing for solutioning, enablement, and integration-related workflows with partners and customers.

Key Responsibilities
Partner Lifecycle & Enablement

• Own end-to-end partner onboarding: diligence, KYC, contracts (with Legal), tax setups, PRM/CRM provisioning, and enablement plans.
• Define and maintain tiering, benefits, and requirements; manage portal access, collateral, and playbooks.
• Run partner QBRs with data-backed insights and action plans.

Deal Registration & Governance

• Define deal registration policy, approval matrix, SLAs, attribution logic, and conflict resolution rules.
• Build controls and audit trails to maintain trust in the program; run periodic compliance checks.
• Operate a transparent triage model with Sales Leaders, RevOps, Finance, and Legal.

Pipeline & Performance Analytics

• Instrument metrics for partner-sourced and partner-influenced pipeline, conversion, velocity, and forecast accuracy.
• Build dashboards/scorecards by partner, region, segment, and tier; drive insights to actions.
• Standardize attribution and reduce leakage via data hygiene rules and field validation.

Commissions, Billing & Finance Ops

• Define and operationalize commission/agency models, SPIFs, and incentives; partner with Finance on accruals and payouts.
• Reconcile orders, invoices, and revenue share statements; maintain supporting documentation for audit.
• Ensure compliance with internal controls and relevant policies.

Systems, Data & Tooling (CRM/PRM/CPQ)

• Be the process owner for partner data models across CRM and PRM; govern objects, associations, and validation rules.
• Drive integrations to CPQ/billing for accurate proration, commissionable events, and payout triggers.
• Maintain SOPs, RACIs, and runbooks; lead change management and enablement for internal teams.

Product × Customer-Facing Collaboration

• Partner with Product/CS/PS on partner-led integrations, co-sell/co-service motions, and joint solutioning.
• Gather partner/customer feedback to inform roadmap and partner playbooks; ensure scalable experiences.

Leadership & Stakeholder Management

• Operate independently in ambiguity; set zero to one processes and scale them.
• Influence senior stakeholders in CFO, Product, and GTM orgs; present in business reviews.

Qualifications:

• Must-Have
• Up to 5 years in SaaS within Sales Operations/RevOps/Partner Operations/CRM roles.
• Track record of building processes from scratch, documenting SOPs, and driving governance.
• Hands-on with CRM (e.g., Salesforce/HubSpot); partner records, opportunity associations, and approvals.
• Strong analytical skills; comfort with Excel/Sheets (pivoting, modeling) and BI dashboards (e.g., Power BI/Tableau/Looker).
• Excellent stakeholder management and written documentation; resilient in a fast changing environment.
• Nice-to-Have
• PRM experience (e.g., Impartner, Allbound, PartnerStack) and billing/CPQ (e.g., Zuora, Chargebee).
• Exposure to HCM/HR Tech ecosystems or integrations.
• Basic SQL for selfserve analysis; knowledge of attribution models and incentive design.
• Certifications (e.g., Salesforce Admin, Zuora Billing) are a plus.