Partnerships Operations Lead

Job description

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 as 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 environment that enables all of us to do our best work. - Customer Obsession: We deeply understand our customers’ business goals and relentlessly focus on driving outcomes, not just technical milestones. Everyone at the company knows and spends time with our customers. When our customer is having an issue, we drop everything and fix it. - Craftsmanship: We get the details right, from the words on the page to the system architecture. We have good taste. When we notice something isn’t right, we take the time to fix it. We are proud of the products we produce. We continuously self-reflect to continuously self-improve. - Intensity: We know we don’t have the luxury of patience. We play to win. We care about our product being the best, and when it isn’t, we fix it. When we fail, we talk about it openly and without blame so we succeed the next time. - Family: We know that balance and intensity are compatible, and we model it in our actions and processes. We are the best technology company for parents. We support and respect each other and celebrate each other’s personal and professional achievements. WHAT WE OFFER We want our benefits to reflect our values and offer the following to full-time employees: - Flexible (unlimited) paid time off - Medical, dental, and vision benefits for you and your family - Life insurance and disability benefits - Retirement plan dependent on country of employment - Parental leave - Fertility and family building benefits through Carrot - Lunch, as well as delicious snacks and coffee to keep you energized - Discretionary benefit stipend giving people the ability to spend where it matters most - Free alphorn lessons These benefits are further detailed in Sierra's policies, may vary by region, and are subject to change at any time, consistent with the terms of any applicable compensation or benefits plans. Eligible full-time employees can participate in Sierra's equity plans subject to the terms of the applicable plans and policies. BE YOU, WITH US We're working to bring the transformative power of AI to every organization in the world. To do so, it is important to us that the diversity of our employees represents the diversity of our customers. We believe that our work and culture are better when we encourage, support, and respect different skills and experiences represented within our team. We encourage you to apply even if your experience doesn't precisely match the job description. We strive to evaluate all applicants consistently without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.