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About the Role
Lead the strategic planning, analytics, and operational machinery for Clay’s data marketplace and partner ecosystem. 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.
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.
- Architect and implement scalable systems of record and operational governance for partner lifecycle management, CRM, and contract workflows.
- Oversee the operational framework for invoice-to-cash, revenue reconciliation, and cost-of-goods-sold categorization.
- Drive operational alignment between Product, Engineering, Finance, and GTM teams to ensure marketplace billing logic, commitment tracking, and P&L structure support rapid scaling.
- 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.
- Design the economics for marketplace-wide distribution, including private offers, featured collections, sponsored listings, and co-marketing placements.
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.
- Ability to work with Legal on contract structure, Accounting on categorization and margin, and Product/Eng on billing logic implementation.
- Comfortable building scalable process in a fast-moving environment.
Skills
- Marketplace operations
- Partner ecosystem management
- Strategic planning
- Analytics
- Operational machinery
- Business planning
- Pricing strategies
- Cross-functional leadership
- Financial modeling
- Executive dashboard creation
- Contract lifecycle management tools (bonus)
- Revenue-share models (bonus)
- Bring-your-own-license commercial models (bonus)
- Marketplace/platform monetization design (bonus)
Location
- Remote
Work Type
- Full-time
Experience Level
- 10+ years
Benefits
- Work with world-class coaches specializing in creativity, management, and more.
About the Company
- 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.
- Our operating principles — including negative maintenance and non-attached action — guide our work.
- Read about us in the NYT, Forbes, First Round Review, and more.
- Hear from our employees directly on our Glassdoor page!