Partnerships Operations Lead

ABOUT US

Sierra is the leading platform for customer-facing AI agents, working with many of the world's biggest brands — including The GAP, Rocket Mortgage, SoFi, Sutter Health, and SoftBank — to transform how they serve customers and grow their businesses. 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 a commitment to balancing Family along the way. 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, …