Partner & Marketplace Operations Lead
Clay
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Job summary
Clay is seeking an executive-level leader for Data Marketplace Operations in San Francisco. You will drive strategic planning, analytics, and governance across Data Partnerships, Finance, Legal, Product and Revenue Operations to scale our data marketplace and partner ecosystem.
You will partner with executive leadership to define pricing, margins, and commercial models across partner constructs, while building scalable processes and dashboards to inform decision-making at the highest level.
Qualifications
- 10+ years in strategy and operations or revenue operations.
- Proven ability to partner with executives for planning and cross-functional alignment.
- Strong financial modeling and executive dashboard skills.
- Ability to work with Legal, Accounting and Product on contracts and billing.
- Able to build scalable processes in a fast-moving environment.
- Bonus: CLM tools or marketplace monetization experience.
Responsibilities
- Lead quarterly and annual planning, target setting and resource allocation for Data Partnerships.
- Create executive dashboards and strategic reports to evaluate marketplace performance and unit economics.
- Architect scalable systems of record and governance for partner lifecycle, CRM and contract workflows.
- Collaborate with Finance and Data Partnerships leadership on partner models.
Skills
Tools
Job description
AI is unleashing the biggest wave of company creation in history. Clay's mission is to be the engine those companies use to grow to their full potential.
AI is unleashing the biggest wave of company creation in history. Clay's mission is to be the engine those companies use to grow to their full potential.
Clay predicts the next best action for your business and then helps you take it. We started by aggregating the best data for B2B companies. Then, we built the infrastructure to run any personalized campaign on top of it, including emails, ads, landing pages, and workflows that make reps more productive. Now, we're building agents that can help grow your company for you. We're already helping thousands of customers — including Anthropic, OpenAI, Google, and Visa — go to market with unique data, signals, and AI research.
In 2026, we raised a $115M Series D at $7.1B Valuation led by Wellington — and are on track to cross $200M in revenue this quarter. We also launched a $1M Scholarship fund for GTME Education.
- Our community includes 17,000+ customers, 200+ integration partners, 125+ agencies, 50+ Clay clubs, and 30k members on Slack.
- Our culture is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.
- All employees can work with world-class coaches who specialize in creativity, management, and more.
- Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here.
- Read about us in the NYT, Forbes, First Round Review, and more.
Hear from our employees directly on our Glassdoor page!
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.
This is a highly visible role that sits at the intersection of strategy, operations, planning, and execution. You will partner across GTME, Customer Success, Finance, Product, Marketing, Legal, and Revenue Operations to solve complex business challenges, influence executive decision-making, and ensure the Data Partnerships organization is positioned to scale efficiently.
- 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.
- 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
- Bonus: experience with contract lifecycle management tools (Ironclad, Juro or similar), revenue-share or bring-your-own-license commercial models, or marketplace/platform monetization design
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