Director of Channel Operations

Momentive

8d•Remote

About The Position

The Director of Channel Operations is a senior, revenue-focused leader responsible for building, optimizing, and scaling the operational backbone that enables Momentive Software’s channel ecosystem to drive new customer acquisition, expand existing accounts, and accelerate predictable revenue growth. This role partners closely with Channel Sales, Partnerships, Marketing, Finance, and RevOps to ensure channel programs, processes, tools, and performance management are tightly aligned to revenue objectives. The ideal candidate combines operational rigor, analytical strength, and a deep understanding of SaaS channel motions to maximize partner effectiveness and ROI.

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

Nice To Haves

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

Responsibilities

Channel Revenue Enablement & Growth 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
Channel Strategy & Program Operations 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
Forecasting, Metrics & Performance Management 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
Cross-Functional Revenue Alignment 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
Systems, Tools & Process Optimization 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
Leadership & Influence 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