Revenue Operations Specialist (Channel & Customer Success)

When you join Exclaimer you will join a global award-winning SaaS provider with an exceptional revenue rate, ambitious growth plans, and an inclusive and outcomes-driven culture.

Exclaimer is a high-growth SaaS company with 300+ colleagues across the UK, US, Europe, and Asia-Pacific. We promote a people-first culture built on fairness, inclusion, psychological safety, and continuous learning. As we evolve into a multi-channel platform for branded business communications, we offer employees the opportunity to shape the future of global communication—while growing their careers in a culture where curiosity, creativity, and accountability thrive.

We’re officially Great Place To Work Certified™

Exclaimer has been recognised by Great Place to Work® for our culture of collaboration, trust, and growth. This certification reflects our commitment to creating an environment where every voice matters and people genuinely enjoy coming to work. See our accreditations to learn more: Great Place to Work® UK | Great Place to Work® USA

About the opportunity

Key Responsibilities

Business Partnering & Strategy

• Act as a trusted advisor to Channel and CS leadership, helping shape partner planning, forecasting, and performance strategy.
• Bring structure and clarity to ambiguous problems, translating business needs intooperational solutions.
• Challenge stakeholders constructively and ensure decisions are data-driven.
• Partner with Sales Ops and Marketing Ops to ensure alignment on shared funneldefinitions, handoff processes, and cross-functional metrics.
• Help embed a culture of accountability where teams own their inputs rather than relying on ops as admin support.
• Demonstrate the confidence and credibility to enforce process standards acrosschannel and CS teams, including pushing back constructively when asked toaccommodate exceptions or regional variations that would undermine consistency.
• The goal is good business outcomes — not rigidity — but this person must becomfortable holding the line when it matters.

Channel Operations

• Own partner data integrity standards in Salesforce, building reporting to monitor dataquality across partner-sourced pipeline, deal registration, and revenue attribution —and holding Channel Account Managers accountable for maintaining accuraterecords.
• Maintain and enforce deal registration hygiene — identifying duplicate, stale, orincorrectly attributed registrations and working with partner managers to resolvethem.
• Build and maintain channel performance reporting covering partner-sourced pipeline,deal registration conversion, win rates, average deal size, and revenue contributionby partner.
• Track and report on partner attainment against targets, providing regular visibility toChannel leadership on individual partner and portfolio performance.
• Support MDF ROI tracking — ensuring spend and outcomes are captured accurately in Salesforce and feeding into reporting on marketing investment through channel.
• Identify trends and anomalies in channel pipeline and revenue data, proactivelyflagging risks and opportunities to Channel leadership.
• Support channel forecasting by maintaining clean pipeline data, tracking dealprogression, and helping leadership build an accurate view of partner-sourcedrevenue.

Customer Success Operations (Expansion & Upsell)

• Support the CS upsell function, working closely with the CS revenue rep to ensurethey have the operational tools, data, and processes needed to maximise expansionopportunities.
• Maintain HubSpot sequence and workflow automation supporting upsell outreach,ensuring the CS rep has the right touchpoints and tooling in place to work expansionopportunities effectively.
• Build and maintain reporting on expansion pipeline and upsell performance, givingthe CS rep and CS leadership clear visibility on activity, conversion, and revenuecontribution.
• Ensure commission tracking for the CS rep is accurate and up to date, feeding intothe broader compensation and quota management process.

Planning, Forecasting & Performance

• Support quota setting, territory design, and capacity planning for channel and CS teams.
• Own reporting and dashboards to track partner pipeline, CS expansion pipeline,conversion, and attainment.
• Identify risks and opportunities in the funnel and proactively recommend actions to leadership.
• Help standardise forecasting processes across channel and CS and improvepredictability.

Compensation & Quota Management

• Coordinate the distribution of commission plans for channel and CS teams, ensuringplans are issued accurately and on time at the start of each period.
• Maintain a centralised log of compensation exceptions — including deal-leveldisputes, accelerator queries, and mid-period plan changes — and drive timelyresolution in liaison with Finance and HR.
• Ensure commission calculations are underpinned by clean, accurate data inSalesforce — working proactively to identify and resolve data issues before theyimpact payroll.
• Support quota and target-setting processes for channel and CS teams, includinghistorical performance analysis, capacity modelling, and distributing final targets intorelevant systems.
• Build and maintain attainment tracking for both channel and CS reps, providingregular visibility to leadership on individual and team performance against target.
• Document compensation processes and exception handling procedures, andcontinuously improve the accuracy and efficiency of the commission cycle.

Reporting & Insights

• Build and maintain reports and dashboards for channel and CS functions, workingwithin the reporting infrastructure owned by the BI team to ensure accurate, timely,and actionable insights for Channel and CS leadership.
• Build and maintain dashboards and reports to track KPIs including partner-sourcedrevenue, expansion pipeline, NRR, GRR, upsell conversion, and velocity. Experiencewith Tableau is highly desirable.
• Go beyond reporting — interpret data and explain performance drivers, acting as thego-to person for understanding what is happening and why.
• Define and continuously refine performance metrics that align to business goals andrevenue targets.
• Lead monthly and quarterly performance reviews for channel and CS, preparing datanarratives and actionable insights that support leadership decision-making.
• Proactively identify data gaps, inconsistencies, or inefficiencies in reporting and workwith systems and analytics teams to resolve them.
• Support leadership with analysis for QBRs, planning cycles, and strategic decisions.

Process Design & Optimisation

• Design, document, and continuously improve GTM processes across channel andCS, including partner onboarding, deal registration, pipeline management, and CShandoffs.
• Ensure processes are scalable, clearly understood, and consistently followed.
• Reduce friction in the partner and expansion sales cycle and eliminate inefficiencies.

Systems & Tooling

• Partner with Business Systems and IT to ensure Salesforce and core systemssupport channel and CS business needs.
• Translate requirements into clearly defined tickets and work closely with systemowners to drive resolution.
• Identify gaps or inefficiencies in tooling and workflows, and proactively recommendimprovements.
• Support evaluation and rollout of tools relevant to partner management and CSoperations.
• Ensure tools are well understood, adopted, and delivering measurable value to thebusiness.

Data Quality & Governance

• Maintain high standards of CRM data quality, structure, and hygiene across channeland CS records.
• Implement processes to improve data accuracy, completeness, and consistency.
• Define and enforce governance standards for data hygiene, deal naming, partnertagging, and system usage.
• Ensure all operations comply with relevant data protection regulations (e.g. GDPR,CCPA).
• Partner with Legal, IT, and RevOps to monitor compliance risks and support audits,documentation, and vendor due diligence.

Required Skills & Experience:

• 4+ years in revenue operations, sales operations, partner operations, or a similaroperational role — preferably in a B2B or SaaS environment with exposure tochannel or partner-led business models.
• Hands-on Salesforce experience is essential, with demonstrable ability to buildreports, maintain data structures, and support process automation. Strong understanding of channel go-to-market motions, including partner-sourcedpipeline, deal registration, MDF, and co-sell execution.
• Experience supporting CS expansion functions, including upsell pipelinemanagement, renewal forecasting, and NRR tracking.
• Advanced Excel skills, including complex formulas, pivot tables, and data modelling.
• Strong process design and documentation skills, with the ability to translateambiguous business needs into clear, scalable operational processes.
• Excellent analytical skills — comfortable going beyond reporting to interpret data andexplain performance drivers.
• Ability to challenge stakeholders constructively and present data-drivenrecommendations to senior leadership.
• High attention to detail and ability to work independently in a fast-paced environment.
• Strong written and verbal communication skills, with experience presenting to andinfluencing senior stakeholders.

Preferred Qualifications:

• Experience with Tableau or similar BI tools for dashboard development andreporting.
• Background working across multiple partner types (VARs, MSPs, OEMs, or similar).
• Experience working in a global or multi-region RevOps team, with exposure to cross-functional alignment across EMEA, AMER, or APAC.

Why Join Us?

• Drive impact at scale by shaping the operational foundation of a fast-growing channeland CS business.
• Work cross-functionally in a high-visibility role critical to company revenue growth.
• Join a collaborative, forward-thinking RevOps team focused on innovation andexecution.
• Enjoy opportunities for advancement in revenue operations, channel strategy, orleadership.

At Exclaimer, we’re proud to offer a benefits package that reflects our commitment to supporting you professionally, personally, and wherever life takes you.

Alongside competitive pay, you’ll have access to generous paid time off, flexible working options including our XFlex programme and a “work from anywhere” allowance - plus enhanced leave for all new parents, regardless of gender, family structure, or path to parenthood.Our wellbeing offering includes comprehensive healthcare coverage, fully funded insurance and income protection, access to 24/7 virtual care, and mental health, legal and financial support through employee assistance programmes. We help you plan for the future with contributory retirement plans and savings support, and back your day-to-day wellbeing with perks like subscriptions to Calm and Blinkist, fitness and lifestyle credits, global travel assistance and a wide range of discounts. Wherever you're based, you'll find that Exclaimer’s benefits are designed to help you thrive: at work and beyond.

At Exclaimer, inclusion is more than a policy - it’s part of who we are.

We’re proud to be an equal opportunity employer and welcome applications from people of all backgrounds, experiences, and identities. We consider all candidates fairly and without discrimination irrespective of ethnicity, race, religion, nationality, age, gender, marital status, disability, neurodivergence, caring responsibilities, sexual orientation, or gender identity. We’re building a culture where everyone feels they belong and can thrive, and we’d love for you to be part of it. If you require any reasonable adjustments or support through the application or hiring process, please email the team in confidence via Work@Exclaimer.com to let us know.