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Clay is a Series D-funded ($115M, $7.1B valuation) AI-powered go-to-market platform that helps companies predict and execute their next best business action. The platform aggregates B2B data, runs personalized campaigns (emails, ads, landing pages, workflows), and is now building AI agents for company growth. Clay serves thousands of customers including Anthropic, OpenAI, Google, and Visa, and is on track to cross $200M in revenue this quarter.
In this executive-facing role, you will lead strategic planning, analytics, and operations for Clay's data marketplace and partner ecosystem. You'll report directly to the Head of Data Partnerships and partner closely with executive leadership across Finance, Legal, Revenue Operations, Product, and Engineering.
Key responsibilities include:
**Strategic Planning & Executive Leadership**
- Lead quarterly and annual planning, target setting, and resource allocation for the Data Partnerships organization
- Establish executive dashboards and strategic reporting on marketplace performance, consumption trends, and partner unit economics
- Architect scalable systems of record and operational governance for partner lifecycle management, CRM, and contract workflows
- Work with Finance and Data Partnerships leadership to design and evolve Clay's partner model
**Cross-Functional Operations & Marketplace Economics**
- Oversee invoice-to-cash, revenue reconciliation, and COGS categorization across data provider and technology partner portfolios
- Drive operational alignment between Product, Engineering, Finance, and GTM teams on marketplace billing logic, commitment tracking, and P&L structure
- Ensure systems and processes support rapid scaling
**Commercial Strategy, Growth & Analytics**
- 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 all commercial models
- Design marketplace-wide distribution economics (private offers, featured collections, sponsored listings, co-marketing placements)
This is a highly visible, strategic role at the intersection of strategy, operations, planning, and execution. You'll influence executive decision-making and position the Data Partnerships organization for sustainable scale.
**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 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: ability to work with Legal on contract structure, Accounting on categorization and margin, and Product/Engineering on billing logic implementation
- Comfortable building scalable processes in fast-moving environments; ability to write playbooks as teams scale rather than execute existing ones
- 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
About Clay
SaaS / Enterprise Software; Sales — go-to-market data enrichment and workflow automation platform.
