Sierra Partnerships Operations Lead at Sierra builds and runs commercial and operational infrastructure for partner-led business. The role includes planning, forecasting, partner economics, deal frameworks, and performance management.
Responsibilities
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.
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
