Director of Channel Operations

Role Overview

• Serve as the operational leader supporting channel-driven revenue across new logo acquisition, upsell, cross-sell, and renewals
• Translate revenue strategy into scalable channel processes, workflows, and execution models
• Identify opportunities to improve partner-sourced and partner-influenced revenue performance across the customer lifecycle
• Operationalize channel programs including partner tiers, incentives, MDF, deal registration, and performance requirements
• Ensure partner programs align with Momentive’s revenue goals, product portfolio, and target markets
• Continuously assess program effectiveness and recommend changes to drive revenue efficiency and partner engagement
• Own channel performance reporting, dashboards, and KPIs, including pipeline, bookings, conversion rates, time-to-close, and partner productivity
• Partner with Revenue Operations and Finance on channel forecasting, pipeline health, and revenue accuracy
• Establish accountability through data-driven insights and performance reviews with channel leadership
• Act as a connective layer between Channel Sales, Direct Sales, Marketing, Product, and Customer Success to eliminate friction and revenue leakage
• Partner with Marketing on channel demand generation execution and ROI tracking
• Support Sales Leadership with insights that improve territory planning, partner coverage models, and deal velocity
• Lead channel-related system requirements and improvements (CRM, PRM, CPQ, forecasting tools) specific to Channel growth
• Ensure clean, reliable data to support revenue decision-making and executive reporting
• Drive standardization and scale while maintaining flexibility for high-impact partners
• Lead and develop a high-performing Channel Operations team (as applicable)
• Influence senior stakeholders through clear communication, data-backed recommendations, and operational credibility
• Champion operational excellence while maintaining a strong customer
• and partner-first mindset

Requirements

• 8–12+ years of experience in Channel Operations, Revenue Operations, Sales Operations, or Partner Operations within a SaaS or technology environment
• Proven experience supporting revenue growth through indirect/channels, including both new and existing customers
• Strong analytical capabilities with experience building forecasts, dashboards, and KPIs tied to revenue outcomes
• Deep familiarity with CRM systems (Salesforce preferred), PRM tools, and revenue operations processes
• Track record of successfully partnering with Sales, Marketing, Finance, and executive leadership
• Preferred Experience supporting SaaS with a recurring revenue model in channel or managed services
• Familiarity with nonprofit, education, public sector, or mission-driven technology markets
• Experience scaling channel operations in a growing or transforming organization
• Strong executive communication and influence skills

Benefits

• Medical, Dental & Vision Benefits
• 401(k) Savings Plan with Company Match
• Flexible Planned Paid Time Off
• Generous Sick Leave
• Inclusive & Welcoming Environment
• Purpose-Driven Culture
• Work-Life Balance
• Commitment to Community Involvement
• Employer-Paid Parental Leave
• Employer-Paid Short-Term Disability
• Remote Work Flexibility