Senior Manager of Commercial Strategy, Thumbtack
Partner Operations
$155.4-236.5k
Salary may vary by location
Local services marketplace app
Be an early applicant
Local services marketplace app
1001+ employees
Be an early applicant
$155.4-236.5k
Salary may vary by location
1001+ employees
Company mission
Thumbtack's mission is to help homeowners care for their homes, all the way from minor retouching to fundamental remodelling projects.
Role
Who you are
- Success requires strong problem-solving skills, analytical rigor, and the ability to bring structure to ambiguity
- This role is ideal for a self-starter with strong business acumen, exceptional communication skills, and a bias for action
- 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
What the job involves
- 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
- 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
- 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
- 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
Our take
ThumbTack is a local services marketplace app that pairs customers with skilled professionals. Instead of simply searching for a professional, users provide ThumbTack with details of the job they need completing and the professionals then pitch their services to the potential customer using credits. ThumbTack makes its money by charging the professional for these credits.
It positions itself as something a little different in a saturated local services space that is dominated by companies like Angie’s List, TaskRabbit, Yelp, eBay, and Amazon. It also focuses on a broad range of professionals, from traditional home services like electricians and painters to photographers, personal trainers, and birthday party magicians.
The COVID-19 pandemic saw a boost in business for ThumbTack as more people stayed at home and made changes to their properties, increasing the demand for home professionals. In fact, after 2019, the company doubled in value to $3.2 billion with its 2021 raise. Now its updated app has 30 new features, and the company is partnering with the likes of trade-powering platform and Unicorn ServiceTitan, indicating Thumbtack's sustained sway in the market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jun 2021
$275m
LATE VC
Jul 2019
$150m
SERIES F
Total funding: $699.4m
Company benefits
- Parental leave
- Health insurance
- Community matters | Sure, our ways of connecting have changed. But we haven’t missed a beat, from virtual concerts to “TTversary” celebrations to weekly catch-ups
- Always be improving | We bring out the best in our colleagues — and our product — by pushing each beyond what we believe we’re capable of. We give honest feedback, even when it’s hard
- Wellness is a way of life | We promote balance with generous PTO and company-wide holidays — and find our centers every Wellness Wednesday with yoga featuring a Thumbtack pro
- A worthy mission | In a world where tech is often seen as eroding good jobs, we’re helping small business owners thrive. Our product makes entrepreneurship accessible to everyone
- Driven by our values | Our values are the compass by which we make all our decisions. Each one matters: Lead with why, Make it count, Own it, Choose teamwork, and Say what you mean
- Plus, amazing benefits | All the benefits you’d expect, plus a few more: generous parental and fertility benefits, $1800 for Thumbtack services per year and a $1200 remote work stipend
- Virtual-first working model coupled with quarterly in-person events and Camp Thumbtack
- 20+ company-wide holidays including two week-long shutdowns
- Libraries (collaborative workspaces) in San Francisco, Salt Lake City, Toronto, and Manila
- Cell phone and WiFi reimbursements
- Subscriptions and Employee Assistance Program for mental health and well-being
Company HQ
SoMa, San Francisco, CA
Leadership
Marco Zappacosta
(CEO)Having studied at Columbia University, Marco co-founded Thumbtack in August 2008. He has served as CEO since January 2009.
Jonathan Swanson
(Chairman)Jonathan started his career creating financial market reports for the White House before co-founding Thumbtack in 2008. Currently Founder at Powerset and Athena.
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