Partner & Marketplace Operations Lead
About The Position
Clay's partner and data marketplace ecosystem powers our growth, but scaling effectively requires high-level strategic alignment, robust executive governance, and cohesive cross-functional leadership across our entire organization. In this executive-facing role, you will lead the strategic planning, analytics, and operational machinery underlying Clay’s data marketplace and partner ecosystem. You'll drive long-term business planning, establish scalable margin and pricing methodologies, and lead cross-functional initiatives across Sales, Finance, Product, and Operations to position the Data Partnerships function for sustainable scale. You will partner closely with executive leadership across Data Partnerships, Finance, Legal, Revenue Operations, Product and Engineering. This role reports directly to the Head of Data Partnerships.
Requirements
- 10+ years of experience in strategy and operations, management consulting, or revenue operations, with significant exposure to marketplace, usage-based, or enterprise alliance models
- Proven track record of partnering with executives to drive strategic business planning, cross-functional alignment, and operational transformation
- Deep analytical capabilities with experience building financial models, executive dashboards, and strategic business cases
- Cross-functional range: you can work with Legal on contract structure, Accounting on categorization and margin, and Product/Eng on how billing logic actually gets built
- Comfortable building scalable process in a fast-moving environment — you'll be writing the playbook as the team scales, not executing someone else's
Nice To Haves
- experience with contract lifecycle management tools (Ironclad, Juro or similar)
- revenue-share or bring-your-own-license commercial models
- marketplace/platform monetization design
Responsibilities
- Lead quarterly and annual planning, key target setting, and resource allocation for the Data Partnerships organization
- Establish executive dashboards and strategic reporting to evaluate marketplace performance, consumption trends, and partner unit economics for executive decision-making
- Architect and implement scalable systems of record and operational governance for partner lifecycle management, CRM, and contract workflows across the business
- Work closely with the Head of Finance and Head of Data Partnerships to design and/or evolve Clay’s partner model
- Oversee the operational framework for invoice-to-cash, revenue reconciliation, and cost-of-goods-sold categorization across our data provider and product/technology partner portfolio
- Drive operational alignment between Product, Engineering, Finance, and GTM teams to ensure marketplace billing logic, commitment tracking, and P&L structure, systems and processes support rapid scaling
- Partner with Finance and Executive Leadership to define commercial models, margin standards, and pricing strategies across white-label, BYOK, and marketplace constructs
- Build margin and partner health reporting across every commercial model — data marketplace, white-label, and bring-your-own-license.
- Design the economics for marketplace-wide distribution — private offers, featured collections, sponsored listings, and co-marketing placements — spanning existing partner tiers and the next iteration/evolution of our partner marketplace.
Benefits
- All employees can work with world-class coaches who specialize in creativity, management, and more.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
