Partnerships Operations Lead
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