Channel Sales Operations Manager (Sales Operations Department)
SEMrush
In this role, you’ll engage with key decision-makers, forge impactful relationships with some of the world’s most influential organizations, and directly contribute to the growth of Semrush.
Why Semrush?
We are a global leader in online marketing technology, meeting market demand with rapid scaling. Don’t miss the chance to join our unstoppable momentum and make history with us!
Some highlights of our success include:
Semrush named a Leader in The Forrester Wave™: Search Engine Optimization Solutions, Q3 2025
$400M+ Annual Recurring Revenue
118,000+ paying customers worldwide
1M+ freemium users
Exceptional demand for our new Enterprise platform, with deals secured from global giants like P&G, Tesla, FedEx, Samsung, Amazon, and others.
If you're looking for a role where your impact will be visible and meaningful, we’d love to hear from you.
Tasks in the role
Sales Operations & Enablement
- Develop, implement, and optimize operational processes that support channel sales execution.
- Partner with sales leadership to streamline partner onboarding, deal registration, and enablement workflows.
- Identify and drive optimization initiatives to enhance partner sales process efficiency, such as lead prioritization, sales action notifications, and pipeline management
- Build and maintain scalable systems to manage partner lifecycle data.
Performance Reporting & Analytics
- Own regular and ad-hoc reporting on channel performance, including partner-sourced and influenced revenue, pipeline, productivity, and ROI metrics.
- Collaborate with RevOps and Finance teams to ensure accurate attribution of partner deals.
- Provide insights and recommendations to drive partner sales strategy and execution.
Compensation & Incentives
- Manage the design, modeling, and administration of partner-facing and internal channel team incentive programs.
- Ensure timely, transparent, and accurate payout processes for partner and internal channel compensation plans.
Systems & Tooling
- Serve as the point of contact for channel-related systems (e.g., Salesforce, PRM, BI tools).
- Identify gaps in tooling and lead implementation of partner management platforms as needed.
Partner Program Governance
- Design and manage the end-to-end Partner Program framework, including:
- Partner tiering: Define and operationalize partner tiers based on performance, capability, and strategic value.
- Onboarding and offboarding: Develop structured workflows, timelines, and documentation for smooth partner transitions.
- Performance metrics: Establish objective KPIs to assess partner contribution (e.g., revenue, pipeline influence, certification status, engagement).
- Evaluation framework: Implement governance routines to assess partner health, enforce program compliance, and trigger interventions or promotions.
- Work closely with partner enablement to ensure training, certification, and programmatic requirements are met.
- Collaborate with product and marketing to refine value propositions and messaging by partner segment/tier.
- Ensure partner operations scale effectively with business growth and evolving GTM strategy.
Cross-Functional Collaboration
- Work closely with Partnerships, Finance, Legal, Marketing, and RevOps to align on processes, forecast accuracy, and GTM execution.
- Support quarterly and annual planning for channel targets, KPIs, and headcount models.
What we’re looking for
- 5+ years in sales operations, revenue operations, or channel operations within a B2B SaaS environment.
- Experience working with or supporting indirect/partner sales teams.
- Strong proficiency in Salesforce CRM and BI/reporting tools (e.g., Looker, Tableau, Excel).
- Analytical mindset with the ability to translate data into actionable insights.
- Highly organized with a strong attention to detail and a systems-thinking approach.
- Excellent communicator with a collaborative, team-first attitude.
Preferred
- Experience with channel partner ecosystems (agencies, resellers, tech integrations).
- Familiarity with PRM tools.
- Previous work in the martech or digital marketing software space.
A bit about the team
The Sales team is at the forefront of empowering businesses to achieve online visibility and digital marketing success.
Through our One Semrush selling approach and world-class enablement programs, we equip our team with the tools, resources, and training needed to:
Exceed sales goals
Maximize earning potential
Deliver meaningful results for our clients
To learn more about our business and vision, explore the Semrush Analyst Day 2024 presentation from New York City.
What’s in it for you
Flexible working hours
Unlimited PTO
Flexi Benefit for your hobby
Employee Support Program
Loss of family member financial aid
Employee Resource Groups
Meals, snacks, and drinks at the office
Corporate events
Teambuilding
Training, courses, conferences
A little more about our company
Semrush is a leading online visibility management SaaS platform that enables businesses globally to run search engine optimization, pay-per-click, content, social media and competitive research campaigns and get measurable results from online marketing.
We've been developing our product for 17 years and have been awarded G2's Top 100 Software Products, Global and US Search Awards 2021, Great Place to Work Certification, Deloitte Technology Fast 500 and many more. In March 2021 Semrush went public and started trading on the NYSE with the SEMR ticker.
10,000,000+ users in America, Europe, Asia, and Australia have already tried Semrush, and over 1,700 people around the world are working on its development. The Semrush team is constantly growing.
Our Diversity, Equity, and Inclusion commitments
Semrush is an equal opportunity employer. Building a better future for marketers around the world unites people from all backgrounds. Even if you feel that you don’t 100% match all requirements, don’t be discouraged to apply! We are committed to ensure that everyone feels a sense of belonging in the workplace.
We do not discriminate based upon race, religion, creed, color, national origin, sex, pregnancy, sexual orientation, gender identity, gender expression, age, ancestry, physical or mental disability, or medical condition including medical characteristics, genetic identity, marital status, military service, or any other classification protected by applicable local, state or federal laws.
Our new colleague, we are waiting for you!
Jane Megrian
Recruiter
At Semrush, we take a serious and comprehensive approach to hiring new people. We welcome those who are professionals in their field and passionate about their work to join our team.
A “five-minute interview” or “get a job in three clicks” approach is not the way we work.
During the interview, we ask candidates to talk about themselves and their background in detail. We try to discover the most important aspects about the way someone works and their personality before a job offer is made.
Once the resume is received it will be reviewed by a member of the Talent Acquisition team. We try to provide feedback within three working days.
Flexible approach for an interview format
In order for the online meetings to be productive, we suggest following these tips to make sure you are set up well:
- Join the interview from a laptop or desktop computer (not a smartphone). You may need to print something or present your screen during the interview.
- Please turn on your camera. Visual communication is especially important for us.
- Choose a quiet place to talk. Attending an interview from the street is not a good idea.
- Keep your phone at hand in case there are technical issues that mean we have to continue the interview by direct call.
Sales
The Sales team at Semrush isn’t just important, it’s foundational. They are the force that drives market expansion, accelerates customer success, and sets new benchmarks in the MarTech space. Colleagues don’t just meet the moment, they shape it!
Our Sales team partners with world-class marketers, SEOs, and fast-scaling businesses to help them win online. Backed by our award-winning all-in-one platform, they solve real marketing and growth challenges daily—a capability recently recognized when Semrush was named a Leader in The Forrester Wave™: Search Engine Optimization Solutions, Q3 2025.
But it’s not just about closing deals, it’s about building legacies. From strategic promotions and ownership opportunities to recognition programs like President’s Club, we celebrate performance, invest in future leaders, and fuel a high-performance culture where ambition is a shared language.
At Semrush, sales professionals operate like CEOs of their own market. Through the One Semrush selling approach, colleagues break silos and build synergy across roles and functions.
Across our large Sales team, we have several focus areas:
The Account Executive Teams help acquire new customers and maintains strong relationships with existing customers. They go deep into their particular business needs and provide additional Semrush solutions to optimize growth through prospecting, demos, and value creation.
The Sales Training & Enablement Team supports the whole division through sales skill development and translating product information into comprehensible resources. This team conducts onboarding for all new Sales people and prepares regular training for them as well as for the Sales Managers. They’re also actively experimenting with various AI-driven solutions to improve learning efficiency, streamline processes, and enhance the overall sales performance.
The Sales Operations Team makes use of competitive analysis, past performance metrics, and other indicators to predict future growth and trends. In addition, this team manages the sales compensation and incentives programs.
The Solutions Sales Team empowers our sales reps to close complex deals and keep customers satisfied by matching their needs with the right Semrush tools. They bring deep product knowledge, smart strategy, and real-world experience to every step of the sales process. Their work is key to winning new business and growing existing accounts by showing customers how our solutions can solve their biggest challenges.
The Channel Partners Sales Team plays a strategic role in expanding Semrush’s reach and driving revenue through trusted external partnerships. By collaborating with resellers, agencies, and technology partners, the team amplifies the impact of our sales efforts beyond direct channels.
We’re scaling faster than ever. Demand for digital marketing tools is booming, and we’re leading the category. This is your moment to join a high-velocity team, shape your career, and be part of a company defining the future of marketing tech.
Come build something iconic!