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.

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 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 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 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 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 Fastly’s 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] - 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 Join 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 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. 

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand. 

• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.

• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901. 

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