Sr. Manager, Commercial Strategy (Partner Operations)

About the Commercial Strategy Team

The Commercial Strategy team sits within the Business Development & Commercial Programs organization and plays a key role in turning new ideas into scalable business opportunities. The team leads strategic initiatives and pilots, working across teams to test, refine, and launch innovative strategies that drive growth. Within this group, the Partner Operations sub-team focuses on bringing these ideas to life by executing early-stage partner pilots, building the operational foundations (reporting, tools, software, and backend systems), and driving continuous improvement. They serve as the center of excellence for operational efficiency and rigor, ensuring our systems and processes scale effectively as we grow with new strategic partners. Together, the team tackles complex challenges and helps unlock future growth for Thumbtack.

About the Role

As the Senior Manager, Commercial Strategy (Partner Operations), you will lead the Partner Operations sub-team and report directly to the Senior Director of Commercial Strategy. You’ll manage a team of 6+ across North America and the Philippines, ensuring the systems and processes that power our Partnerships business are strong, scalable, and built for growth.

In this role, you’ll drive initiatives that enable partnerships to scale efficiently. Typical work includes building and expanding new capabilities (e.g., launching and growing a call center for partner requests), managing key operational tools and processes (e.g., Salesforce configuration or deploying a new revenue orchestration system), and overseeing partnerships reporting, finance, and support. You’ll also lead efforts to ensure data quality, streamline payments, manage compensation and incentives, and resolve partner onboarding or integration issues.

This is a fast-paced, high-impact role in a rapidly scaling organization. Success requires strong problem-solving skills, analytical rigor, and the ability to bring structure to ambiguity. As a team leader, you’ll serve as a strategic thought partner to leaders across Product, Engineering, Marketing, Sales, and Finance, driving cross-functional initiatives that shape Thumbtack’s growth. This role is ideal for a self-starter with strong business acumen, exceptional communication skills, and a bias for action.

What you'll do

• Own and optimize tools & processes – Manage and implement the right systems, software, and workflows to support partnerships (e.g., Salesforce configuration, new revenue tools).
• Lead partnership reporting – Maintain clean, accurate data and provide clear insights on partner pipeline health and performance on metrics/OKRs.
• Oversee partnership finance – Build reliable systems to ensure partners are paid correctly and on time.
• Drive BDR operations – Manage business development rep processes, including compensation, performance tracking, and operational efficiency.
• Lead partnership support – Oversee the team that resolves partner integration issues and runs tactical programs like incentives and rebates.
• Build and scale partnership capabilities – Launch new operational systems or teams (e.g., a partner call center) and expand successful initiatives across the business.
• Be a strategic team leader and connector – Drive alignment across functions, lead team reviews and OKRs, and act as a trusted advisor to senior leadership.

In order to be successful, you must bring

• 7+ years of experience in partnership operations, revenue operations, sales operations, program management, consulting, or business operations.
• 3+ years of people leadership, managing and developing teams across diverse functions or geographies.
• Strong technical proficiency with tools like Salesforce, Salesloft, Looker, SQL, and other partner/revenue operations systems.
• Exceptional program and project management skills — able to juggle multiple initiatives, anticipate roadblocks, and execute with precision and minimal oversight.
• Operational excellence mindset, continuously improving processes, tools, and team effectiveness.
• Strong cross-functional collaborator and communicator, skilled at influencing without authority, navigating ambiguity, and exercising sound judgment.
• Entrepreneurial, growth-oriented leader with a bias for action, ownership, and adaptability; startup or marketplace experience a plus.

Expected salary ranges

• For candidates living in San Francisco / Bay Area, San Jose, New York City, or Seattle metros, the expected salary range for the role is currently $182,800 - $236,500
• For candidates living in Austin, TX or Washington DC metros or in California, Massachusetts, New Jersey, or Washington states, the expected salary range for the role is currently $164,500 - $212,900
• For candidates living in all other US locations, the expected salary range for this role is currently $155,400 - $201,100

Actual offered salaries will vary and will be based on various factors, such as calibrated job level, qualifications, skills, competencies, and proficiency for the role.