Fastly
Business Operations & Transformation Director
Fastly, San Francisco, California, United States, 94199
Business Operations & Transformation Director
Join to apply for the
Business Operations & Transformation Director
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Fastly . Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub. We’re building a more trustworthy Internet. Come join us. About The Role Fastly is at a pivotal moment of transformation, expanding its capabilities and deepening its partnerships to drive the next phase of growth. The Strategy and Business Development (SBD) unit is responsible for unifying Fastly’s core strategic bets - Security, Embedded, and AI - through a global ecosystem of partners. As Director, Business Operations, you will be the foundational operational leader for this mission, responsible for building the entire partner operations function from the ground up. In this hybrid role, you will act as a process architect to build our operational foundation, a hands-on systems owner to manage our core tools, and a business analyst to provide the insights that guide our strategy. As the central program manager for our most strategic partners, you will create the processes and governance to orchestrate the four key dimensions of our partnerships: infrastructure & technology, revenue sharing, channel resale ('sell through'), and direct sales ('sell to'). If you are highly analytical, process-driven, and excel in managing complex, multi-dimensional business operations, this is an opportunity to drive efficiency, streamline execution, and influence key business decisions. Key Responsibilities Strategic Partnership Program Management: Orchestrate the end-to-end operational framework for multi-dimensional strategic partnerships, acting as the central program manager across four workstreams: Infrastructure & Technology, Revenue Sharing, 'Sell Through' (Channel), and 'Sell To' (Direct Sales). Directly manage and build the processes for core partnership dimensions, including infrastructure buildout, ongoing capacity management, and complex revenue-sharing models. Define and align the operational playbooks for 'Sell Through' and 'Sell To' motions, ensuring seamless handoffs and collaboration with the Channel and Direct Sales organizations. Serve as the central point of contact for aligning all partnership dimensions within Salesforce, ensuring a unified view of each strategic relationship. Partner Lifecycle Management & Coordination: Build and manage a scalable partner onboarding process, including checklists, documentation, and enablement materials. Own and manage Quarterly Business Reviews (QBRs), engaging with ISPs, hyperscalers, and internal stakeholders to drive accountability and align on objectives. Drive partner operational governance, ensuring smooth execution of joint initiatives and workstreams. Act as the primary escalation point for operational challenges, ensuring cross-functional teams collaborate effectively to resolve issues. Process Design & Governance: Design, implement, and oversee operational processes that drive efficiency across internal teams and partner engagements. Establish governance frameworks to ensure structured execution, transparency, and accountability. Lead process improvement initiatives, identifying gaps and driving execution across cross-functional teams. Business Analysis & Reporting: Own business analytics and performance tracking, ensuring leadership has access to key insights for informed decision-making. Develop and maintain dashboards and reporting structures to track performance and growth across all four partnership dimensions, internal process efficiency, and key operational KPIs. Provide data-driven recommendations to optimize business operations and drive strategic decision-making. Support forecasting and strategic planning efforts, ensuring operational readiness aligns with growth objectives. Salesforce & Business Tools Management: Serve as the primary Salesforce owner for the Strategy & Business Development team, ensuring accurate tracking of partner relationships, deal flow, and operational metrics; optimize Salesforce workflows and automation; develop custom reports and dashboards for actionable insights. Collaborate with SalesOps and system administrators to implement enhanced reporting structures, process automation, and tool integrations; ensure data integrity and governance, making Salesforce the single source of truth for business operations. What You’ll Need To Succeed Eight or more years of experience in partner operations, channel operations, or RevOps, preferably in a technology-driven organization. The ideal candidate will have demonstrated excellence in the following areas: As a Process Architect: a builder mindset with a proven track record of creating partner operations processes, systems, and structure from the ground up in a fast-paced environment; experience in program management for complex partnerships involving technology integration, co-selling, and channel resale motions; experience running QBRs or similar governance programs. As a Hands-on Systems Owner: deep hands-on experience managing and administering Salesforce, including workflow automation, dashboard creation, and reporting; Salesforce certification is a plus. As a Business Analyst: strong analytics and reporting capabilities with experience tracking KPIs to drive decision-making. Core Attributes: excellent cross-functional collaboration and problem-solving skills; ability to scale operations and build processes that grow with the business. Why This Role Is A Great Opportunity Build from Scratch: foundational operational leader for a new strategic unit, creating systems and processes that define its success. High-Impact & Visibility: work directly with Fastly’s most important strategic partners and interact with executive leadership. Orchestrate Complexity: manage multi-dimensional partnerships at the intersection of infrastructure, channel, and direct sales. Work Hours: This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position is open to preferred office locations: New York City, NY; [Flexible / Hybrid] Remote candidates in Spain or onsite New York, CA are preferred. Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Salary
The estimated salary range for this position is $181,220.00 to $217,4648.00. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role may be eligible to participate in Fastly’s equity and discretionary bonus programs. Why Fastly? Be a key player in Fastly’s transformation, driving the operational backbone of a high-growth business function. Own and lead critical processes, ensuring efficiency and scalability across partner and internal operations. Leverage data-driven decision-making, using Salesforce and analytics to optimize business performance. Work in a highly cross-functional environment, collaborating with world-class teams to drive execution. Benefits We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support, Employee Assistance Program, Life/Disability/Accident insurance, Flexible vacation, up to 18 days of accrued paid sick leave, 401(k) with company match, Employee Stock Purchase Program, and 10 paid local holidays plus 11 company wellness days for 2024. Why Fastly? We have a huge impact. Fastly is a small company with a big reach and supports open source projects and initiatives; employees are encouraged to engage in causes meaningful to them. We love distributed teams. Fastly has a global presence with in-person onboarding in San Francisco for new hires. We value diversity. We strive to be a diverse and inclusive company where employees can be authentic and successful. We are passionate. Fastly employees come from diverse backgrounds and passions. Application Note
We’re always looking for humble, sharp, and creative folks to join the Fastly team. A fully completed application and resume or CV are required when applying. Fastly is committed to equal employment opportunity and a safe, welcoming work environment free of discrimination and harassment. All qualified applicants will receive consideration for employment without regard to protected characteristics. Fastly provides reasonable accommodations for applicants and employees with disabilities upon request. We collect and process personal data submitted by job applicants in accordance with our Privacy Policy.
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Join to apply for the
Business Operations & Transformation Director
role at
Fastly . Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub. We’re building a more trustworthy Internet. Come join us. About The Role Fastly is at a pivotal moment of transformation, expanding its capabilities and deepening its partnerships to drive the next phase of growth. The Strategy and Business Development (SBD) unit is responsible for unifying Fastly’s core strategic bets - Security, Embedded, and AI - through a global ecosystem of partners. As Director, Business Operations, you will be the foundational operational leader for this mission, responsible for building the entire partner operations function from the ground up. In this hybrid role, you will act as a process architect to build our operational foundation, a hands-on systems owner to manage our core tools, and a business analyst to provide the insights that guide our strategy. As the central program manager for our most strategic partners, you will create the processes and governance to orchestrate the four key dimensions of our partnerships: infrastructure & technology, revenue sharing, channel resale ('sell through'), and direct sales ('sell to'). If you are highly analytical, process-driven, and excel in managing complex, multi-dimensional business operations, this is an opportunity to drive efficiency, streamline execution, and influence key business decisions. Key Responsibilities Strategic Partnership Program Management: Orchestrate the end-to-end operational framework for multi-dimensional strategic partnerships, acting as the central program manager across four workstreams: Infrastructure & Technology, Revenue Sharing, 'Sell Through' (Channel), and 'Sell To' (Direct Sales). Directly manage and build the processes for core partnership dimensions, including infrastructure buildout, ongoing capacity management, and complex revenue-sharing models. Define and align the operational playbooks for 'Sell Through' and 'Sell To' motions, ensuring seamless handoffs and collaboration with the Channel and Direct Sales organizations. Serve as the central point of contact for aligning all partnership dimensions within Salesforce, ensuring a unified view of each strategic relationship. Partner Lifecycle Management & Coordination: Build and manage a scalable partner onboarding process, including checklists, documentation, and enablement materials. Own and manage Quarterly Business Reviews (QBRs), engaging with ISPs, hyperscalers, and internal stakeholders to drive accountability and align on objectives. Drive partner operational governance, ensuring smooth execution of joint initiatives and workstreams. Act as the primary escalation point for operational challenges, ensuring cross-functional teams collaborate effectively to resolve issues. Process Design & Governance: Design, implement, and oversee operational processes that drive efficiency across internal teams and partner engagements. Establish governance frameworks to ensure structured execution, transparency, and accountability. Lead process improvement initiatives, identifying gaps and driving execution across cross-functional teams. Business Analysis & Reporting: Own business analytics and performance tracking, ensuring leadership has access to key insights for informed decision-making. Develop and maintain dashboards and reporting structures to track performance and growth across all four partnership dimensions, internal process efficiency, and key operational KPIs. Provide data-driven recommendations to optimize business operations and drive strategic decision-making. Support forecasting and strategic planning efforts, ensuring operational readiness aligns with growth objectives. Salesforce & Business Tools Management: Serve as the primary Salesforce owner for the Strategy & Business Development team, ensuring accurate tracking of partner relationships, deal flow, and operational metrics; optimize Salesforce workflows and automation; develop custom reports and dashboards for actionable insights. Collaborate with SalesOps and system administrators to implement enhanced reporting structures, process automation, and tool integrations; ensure data integrity and governance, making Salesforce the single source of truth for business operations. What You’ll Need To Succeed Eight or more years of experience in partner operations, channel operations, or RevOps, preferably in a technology-driven organization. The ideal candidate will have demonstrated excellence in the following areas: As a Process Architect: a builder mindset with a proven track record of creating partner operations processes, systems, and structure from the ground up in a fast-paced environment; experience in program management for complex partnerships involving technology integration, co-selling, and channel resale motions; experience running QBRs or similar governance programs. As a Hands-on Systems Owner: deep hands-on experience managing and administering Salesforce, including workflow automation, dashboard creation, and reporting; Salesforce certification is a plus. As a Business Analyst: strong analytics and reporting capabilities with experience tracking KPIs to drive decision-making. Core Attributes: excellent cross-functional collaboration and problem-solving skills; ability to scale operations and build processes that grow with the business. Why This Role Is A Great Opportunity Build from Scratch: foundational operational leader for a new strategic unit, creating systems and processes that define its success. High-Impact & Visibility: work directly with Fastly’s most important strategic partners and interact with executive leadership. Orchestrate Complexity: manage multi-dimensional partnerships at the intersection of infrastructure, channel, and direct sales. Work Hours: This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position is open to preferred office locations: New York City, NY; [Flexible / Hybrid] Remote candidates in Spain or onsite New York, CA are preferred. Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Salary
The estimated salary range for this position is $181,220.00 to $217,4648.00. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role may be eligible to participate in Fastly’s equity and discretionary bonus programs. Why Fastly? Be a key player in Fastly’s transformation, driving the operational backbone of a high-growth business function. Own and lead critical processes, ensuring efficiency and scalability across partner and internal operations. Leverage data-driven decision-making, using Salesforce and analytics to optimize business performance. Work in a highly cross-functional environment, collaborating with world-class teams to drive execution. Benefits We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support, Employee Assistance Program, Life/Disability/Accident insurance, Flexible vacation, up to 18 days of accrued paid sick leave, 401(k) with company match, Employee Stock Purchase Program, and 10 paid local holidays plus 11 company wellness days for 2024. Why Fastly? We have a huge impact. Fastly is a small company with a big reach and supports open source projects and initiatives; employees are encouraged to engage in causes meaningful to them. We love distributed teams. Fastly has a global presence with in-person onboarding in San Francisco for new hires. We value diversity. We strive to be a diverse and inclusive company where employees can be authentic and successful. We are passionate. Fastly employees come from diverse backgrounds and passions. Application Note
We’re always looking for humble, sharp, and creative folks to join the Fastly team. A fully completed application and resume or CV are required when applying. Fastly is committed to equal employment opportunity and a safe, welcoming work environment free of discrimination and harassment. All qualified applicants will receive consideration for employment without regard to protected characteristics. Fastly provides reasonable accommodations for applicants and employees with disabilities upon request. We collect and process personal data submitted by job applicants in accordance with our Privacy Policy.
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