Partnerships Operations Lead
San Francisco, CA • FullTime
Posted 1mo ago
About the job
Sierra is building a platform to enable companies to create better, more human customer experiences with AI. This foundational role on the GTM Operations team will be embedded within the Partnerships organization, responsible for building and running the commercial and operational infrastructure for Sierra's partner-led business. This includes planning, pipeline management, forecasting, partner economics, deal frameworks, systems, and performance management. You will serve as the analytical and operational counterpart to Partnerships leaders, bringing Revenue Operations rigor and pricing judgment to every stage of the partner lifecycle. This is a hands-on role requiring the ability to build financial models, improve CRM workflows, run forecast reviews, and translate ambiguous commercial questions into clear recommendations.
Responsibilities
- 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 various partnership models.
- Create clear guardrails and approval paths for non-standard partner terms, incentives, and investments.
- Define the partner performance framework and build reporting for 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 and build scalable solutions.
- Serve as a strategic thought partner on portfolio strategy, new partnership opportunities, and programs or incentives to drive partner-led growth.
Requirements
- 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 systems and workflows.
- 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 ownership and flexibility to operate effectively in a fast-moving environment.