Senior Partner Operations Manager

| United States | Remote
Employer Provided Salary: 150,000-175,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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Are you ready to power the World's connections?

If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

About the role:

Revenue Operations is the driving force behind every GTM organization, responsible for accelerating the growth of the business by enabling sellers to sell most effectively. Kong’s Partners organization is dedicated to accelerating the customer journey to becoming truly API-driven by empowering our ecosystem of partners to integrate best-in-class technology, solutions, and services. Thus Revenue Operations for Partners is uniquely positioned at the cross section of these critical support functions to make a true impact on the business.

Our team is building the capabilities needed to scale Kong’s Go-to-market strategy into new markets and customer segments, introduce uniquely new solutions and services, and sell through new channels. In this role you will work closely with Kong’s Sales and cross-functional leaders across the company and provide operational leverage to maximize the impact of Partners and the Partner team.

We’re looking for someone who loves combining strategy with execution and can roll up their sleeves to bring plans to life. This role requires a “full stack” player; comfortable in lead or support roles across a variety of projects and strategy and operations responsibilities.

Why should you want to work at Kong?

Market Opportunity - We are on a quest to build a $10b+ software company over the next few years and need YOUR help!

Why APIs Matter? APIs have been enabling innovation for decades!

Strong VC team, Series D, strong year over year revenue growth!

Technical Leadership - We are recognized as the leader in innovation in the connectivity space.

Marco, our CTO/co-founder - “We are the Cisco of L4 and L7” - CUBE Conversation, March 2021

We are the leading innovator in the connectivity space!

Amazing Team & Culture - Come be a "Konger" and find out what we mean.

Great Place to Work Certified in 2020 & 2021

Kong employees exemplify our culture at our 2022 Sales Kickoff

2022 Forbes Cloud 100 Honoree

Building Great Products - Learn why the world's largest companies love our tech!

Kong Named in the Leaders Quadrant of the Gartner® Magic Quadrant™ for API Management for the Fourth Consecutive Year

Over 250m+ downloads of our open source API gateway! Over 40k+ stars on Github between Kong API and Kong Insomnia!


  • Be a dedicated business partner, strategist, and thought leader for our Partner field organization spanning Alliances and Partner/Channel Sales functions
  • Partner with leadership to develop and execute Kong’s partner strategy and priorities
  • Support the development, management and operations of Kong’s Partner Program
  • Lead annual Partner planning process to include fiscal year/long-range modeling, investment ROI analysis, headcount planning, quota and capacity setting, territory planning
  • Provide insights into Partner productivity, forecasting, and performance through SFDC reporting and Tableau dashboards
  • Perform ad-hoc analyses through either BI tools, Excel, Sheets, and Salesforce
  • Develop and evolve operational processes and metrics to support and scale the day-to-day activities of the Partner team with respect to all partner-related motions
  • Define business requirements for system enhancements to support partner processes and operational workflows
  • Engage with our Partner field team to enable and drive the adoption of operational processes, policies, and best practices
  • Serve as the escalation point for questions, feedback, and requests coming from the field channel sales team and cross-functional organizations
  • Work cross-functionally with Finance, Billing, Legal, IT, Deal Desk, Operations
  • And any additional tasks required by manager


  • 8+ years of experience in Partner Operations or related field
  • Knowledge of SaaS business models and B2B channel structures
  • Proven analytical and quantitative skills with a data-driven approach to problem solving
  • Working knowledge of sales processes and systems (advanced Salesforce user)
  • Ability to balance time & effort across multiple projects while supporting emergent needs 
  • Self-starter with track record of creativity, innovation, flexibility, and execution
  • Track record working with high-value stakeholders including C-suite and global leaders
  • Organization and order during busy periods with composure and focus.
  • Experience with SFDC (Sales Cloud, CPQ), Clari, Outreach, Zoominfo and similar tools
  • Demonstrable competence with Google G-Suite tools, Tableau experience (or other BI/analytics tools) and SQL a strong plus
  • Excellent quantitative and analytical skills, a data-driven mindset
  • Strong customer service attitude, ability to work independently and in a fast-paced environment
  • Excellent written and communication skills.
  • A team player who works well in a collaborative environment.
  • BA/BS in a quantitative field, MBA or related graduate degree a plus
  • If you don’t meet all of the requirements listed here, we still encourage you to apply because skills can be used in lots of different roles at Kong.

Kong has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. Compensation varies depending on a wide array of factors, including but not limited to specific candidate location, role, skill set and level of experience. Certain roles are eligible for additional rewards including sales incentives depending on the terms of the applicable plan and role. Benefits may vary depending on location. US based employees are typically offered access to healthcare benefits, a 401(k) plan, short and long term disability benefits, basic life and AD&D insurance, among others. The typical base pay range for this role in the US is $150,000 - 175,000.

What is a Konger? 

We are a group of makers, thinkers, and doers focused on helping today’s developers build tomorrow’s technology. Our teams work on the bleeding edge of API innovation to provide our users with a central nervous system for data and services. 

We put design at the heart of everything we do, and we’re relentlessly focused on creating beautiful experiences for our customers. That’s why technology companies, major banks, e-commerce innovators, and government agencies put Kong in front of their most important web applications. 

We believe in the power of Open Source and everything it stands for. That’s why developers around the world enthusiastically contribute on top of our open-source platform. 

We are passionate about solving challenges that will fundamentally shape the future of technology, and we’re looking for the right people to join us on our mission. If you believe in taking ownership of your work, making an impact, and having fun along the way, we would love to talk to you.

Kong Core Values: 

We are CUSTOMER CHAMPIONS. Customers are everything, we put them at the center of everything we do. We are all empowered to make an impact.

We are OWNERS. We are drivers, not passengers and own the quality and outcomes of our work.

We are UNSTOPPABLE. We work with purpose, obsession, and grit. It takes muscle to do hard things and doing hard things builds muscle.

We are REAL. We are genuine, principled, and confident without arrogance. Show respect and kindness, especially in tough moments.

We Are ACCELERATORS. We prioritize speed, iteration, and results.

We are GLOBAL. We work together from anywhere to achieve our common goals. Our differences make us stronger.

We are EXPLORERS. We value ideas over hierarchy. Never accept the status quo. We make bold bets, fail, and learn everyday. There is always a way.

About Kong: 

Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). Loved by developers and trusted with enterprises’ most critical traffic volumes, Kong helps startups and Fortune 500 companies build with confidence – allowing them to bring solutions to market faster with API and service connectivity that scales easily and securely. 

83% of web traffic today is API calls! APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another. Therefore, we believe that APIs act as the nervous system of the cloud. Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!  

For more information about Kong, please visit or follow @thekonginc on Twitter.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

More Information on Kong
Kong operates in the Cloud industry. The company is located in San Francisco, CA. Kong was founded in 2017. It has 354 total employees. It offers perks and benefits such as Dental insurance, Vision insurance, Health insurance, 401(K), Employee stock purchase plan and Flexible work schedule. To see all 63 open jobs at Kong, click here.
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