Business Operations & Transformation Director

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 o