Partnerships Operations Lead

About this role

ABOUT US

At Sierra, we’re building a platform to enable every company in the world to build better, more human customer experiences with AI. We partner with industry leaders such SoftBank, Uber, Rivian, CLEAR, and Sutter Health. We are primarily an in-person company based in San Francisco, with growing offices across North America, Europe, and Asia.

We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and Family. These values are the foundation of our work, and we are committed to upholding them in everything we do.

Our co-founders are Bret Taylor https://www.linkedin.com/in/brettaylor/ and Clay Bavor https://www.linkedin.com/in/claybavor/. Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google’s AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace. 

THE ROLE

This is a foundational role on Sierra's GTM Operations team, embedded with our Partnerships organization. You will build and run the commercial and operational infrastructure for Sierra's partner-led business, including planning, pipeline management, forecasting, partner economics, deal frameworks, systems, and performance management.

Partnerships leaders will own external relationships and commercial negotiations. You will be their analytical and operational counterpart, bringing Revenue Operations rigor and pricing judgment to every stage of the partner lifecycle. This is a hands-on role for someone who can build a financial model, improve a CRM workflow, run a forecast review, and turn an ambiguous commercial question into a clear recommendation.

WHAT YOU'LL DO

- Own annual and quarterly planning for the partner-led GTM motion, including targets, pipeline coverage, partner priorities, investment levels, and resource allocation

- Build and run the partner forecasting discipline, including stage definitions, pipeline hygiene, forecast methodology, regular reviews, and clear visibility into risks and upside

- Develop partner economics and pricing models, including business cases, ROI analyses, revenue-share and discount scenarios, incentive structures, unit economics, and margin impact

- Partner with Sales, Pricing, Finance, and Legal on commercial strategy and repeatable deal frameworks across referral, reseller, channel, co-sell, and other partnership models

- Create clear guardrails and approval paths for non-standard partner terms, incentives, and investments, balancing speed, strategic value, and financial discipline

- Define the partner performance framework and build reporting that gives leaders a trusted view of pipeline, conversion, velocity, revenue, partner activation, and overall partnership health

- Own the CRM data model and operational infrastructure for partnerships, including partner records, account mapping, workflows, reporting, data quality, and automation

- Run partner business reviews and executive operating cadences, translating performance into decisions, actions, and accountable follow-through

- Identify bottlenecks across the partner lifecycle, from opportunity assessment and commercial design through launch and ongoing management, and build scalable solutions

- Serve as a strategic thought partner on portfolio strategy, new partnership opportunities, and the programs or incentives most likely to drive measurable partner-led growth

WHAT YOU'LL BRING

- 8+ years of experience in Revenue Operations, GTM Operations, pricing or deal strategy, strategic finance, business operations, management consulting, or a related analytical role

- Exceptional financial modeling and analytical skills, with experience building forecasts, evaluating commercial scenarios, and translating complex data into practical recommendations

- Strong command of B2B revenue mechanics, including pipeline management, forecasting, conversion analysis, and performance reporting

- Experience supporting pricing, packaging, deal strategy, or other complex commercial decisions in enterprise software or a similarly sophisticated business model

- Hands-on experience with CRM and reporting tools; able to define data requirements, build trusted reporting, and improve the systems and workflows teams rely on

- Strong commercial judgment and the ability to balance growth, partner value, operational complexity, and financial sustainability

- Excellent executive communication and stakeholder management skills, with a track record of driving alignment across GTM, Finance, Legal, Product, and senior leadership

- A highly structured, detail-oriented approach, paired with the ownership and flexibility to operate effectively in a fast-moving environment

EVEN BETTER...

- Experience supporting strategic alliances, channel partnerships, marketplaces, or other partner-led revenue motions

- Experience with outcome-based, usage-based, or consumption pricing and the forecasting challenges those models create

- SQL proficiency and experience with BI tools, Salesforce, or partner relationship management platforms

- Experience building a Revenue Operations, pricing, or partner operations capability from the ground up in a high-growth AI or SaaS company

- Experience supporting complex global partnerships across multiple regions and commercial models

OUR VALUES

- Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an envir

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