Director of Channel Operations
Momentive Software
full-time
Posted on:
Location Type: Remote
Location: United States
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Job Level
About the role
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel operationsrevenue operationssales operationspartner operationsanalytical capabilitiesforecastingdashboard creationKPI developmentrevenue growthdata-driven insights
Soft Skills
communication skillsinfluence skillsoperational credibilityleadershipcollaborationaccountabilitycustomer-first mindsetpartner engagementproblem-solvingstrategic thinking