Business Operations & Transformation Director

Posting Open Date: 9/2/25

Anticipated Posting Close Date*: 11/20/25

Job posting may close early due to the volume of applicants.

Business Operations Director

Department: Product Strategy & Business Development

Reports to: VP Strategy & Business Development

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 Fastlys 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 all four potential 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 single 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 (Infrastructure Rev Share Sell Through Sell To)

  • Internal process efficiency and execution success

  • Key operational KPIs and business impact metrics

• 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.

  • Optimization of Salesforce workflows and automation to improve efficiency.

  • Development of custom reports and dashboards that provide actionable insights.

• Work closely 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 YOULL 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 a program management capacity orchestrating complex partnerships that include technology integration co-selling and channel resale motions.

• Experience running and executing Quarterly Business Reviews (QBRs) or similar structured 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 business analysis and reporting capabilities with experience in tracking and interpreting KPIs to drive decision-making.

• Core Attributes:

• Excellent cross-functional collaboration and problem-solving skills with the ability to proactively address operational challenges.

• Ability to scale operations over time with experience in setting up processes that evolve as business needs grow.

WHY THIS ROLE IS A GREAT OPPORTUNITY

• Build from Scratch: This is a rare chance to be the foundational operational leader for a new strategic unit creating the systems and processes that will define its success.

• High-Impact & Visibility: You will work directly with Fastlys most important strategic partners and have regular interaction with executive leadership.

• Orchestrate Complexity: Master the art of managing multi-dimensional partnerships gaining unique experience 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 the following preferred office locations:

• New York City New York

• Flexible / Hybrid - New York San Francisco or Denver 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 $181220.00 to $2174648.00.

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 Fastlys equity and discretionary bonus programs.

Why Join Fastly

• Be a key player in Fastlys 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 care about you. Fastly works hard to create a positive environment for our employees and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings

We offer a comprehensive benefits package including medical dental and vision insurance. Family planning mental health support along with Employee Assistance Program Insurance (Life Disability and Accident) a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024 we offer 10 paid local holidays 11 paid company wellness days.