Director Partner Programs & Operations Manager

Are you ready to unlock intelligence?

Partners are one of Kong's biggest levers for AI Gateway pipeline and bookings, and our partner business is growing fast. Kong is hiring a Director, Partner Operations to build the operating model that helps it scale.

You'll be the operating partner to the Ecosystem VP and Partner Sales leaders, sitting in Revenue Operations. You own how partner business flows through Kong — registration, deal structure, attribution, crediting, and payout — and you bring an AI-first mindset to how it runs.

KEY RESPONSIBILITIES:

Business partner to Ecosystem leadership Serve as the strategic and operational partner to the Ecosystem VP and Partner Sales leaders across theaters. Run an AI-assisted operating cadence — forecast and pipeline reviews, QBRs, and executive reporting — where the prep is automated and meetings go to decisions. Facilitate cross-functional alignment on people, then process, then systems, so changes are agreed before they are configured.

Partner GTM strategy & planning Lead annual and quarterly planning for the partner organization, including targets, capacity, and coverage. Help build a business that maximizes the impact of partner investments and resources.

Rules of engagement, deal registration & attribution Own the rules that govern how partner deals are registered, protected, sourced, and credited, including sourced vs. influenced credit, lookback windows, and the line between partner credit and partner marketing credit. Encode them into systems and agents so they apply automatically.

Partner lead & deal workflows: Define and own how partner-touched leads and deals move between ADR, PSD, and AE, including routing, SLAs, and prioritization. Cover partner event leads, prospective partners, existing partners, and deal registrations, and give PSDs one view of the leads that need their action.

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