Director of Channel Operations

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.

Key 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

Qualifications & Experience Required

• 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

Why Momentive Software

Momentive Software exists to help mission-driven organizations amplify their impact. This role offers the opportunity to shape and scale the channel engine behind that mission—directly influencing revenue growth while enabling organizations doing meaningful work around the world.

Momentive Software amplifies the impact of over 20,000 purpose-driven organizations in over 30 countries, with over $11 billion raised and 55 million members served to date. Mission-driven nonprofits and associations rely on Momentive’s cloud-based software and services to address their most pressing challenges – from engaging their communities to simplifying operations and growing revenue. Designed to help organizations connect more, manage more, and ultimately expect more, Momentive's solutions are built with reliability at the core and strategically focus on fundraising, learning, events, careers, volunteering, accounting, and association management. Momentive partners with organizations that believe "good enough" is never enough – so they can bring on better outcomes for everyone they serve. Learn more at momentivesoftware.com.
 

At Momentive Software, we’re a team of passionate problem-solvers, innovators, and volunteers who believe in using technology to make a real difference. We dream big, support each other, and take pride in creating solutions that help our customers drive meaningful change. If you’re looking for a place where your work matters and your ideas are valued, you’ll find it here.

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
Momentive Software actively embraces diversity and equal opportunity in a meaningful way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be, which is why we do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.
All persons hired will be required to verify identity, minimum age of 18, eligibility to work in the United States (without sponsorship), and to complete the required employment eligibility verification form upon hire.