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JumpCloud is seeking a Senior Channel Revenue Operations leader to serve as a strategic individual contributor embedded in the Channel & Partner business. This role owns the operational backbone of the VAR, MSP, and Distributor ecosystem—responsible for designing and scaling processes, data frameworks, reporting infrastructure, and systems that drive partner-led revenue.
Key responsibilities include:
**Channel Process Design & Ownership**: Design and own end-to-end operational processes for partner onboarding, deal registration, co-sell workflows, partner tiering, and MDF/incentive management. Define and document SOPs for all partner-facing and internal channel processes, ensuring scalability and cross-functional alignment across Sales, Finance, and Marketing. Identify bottlenecks in the partner lifecycle and implement durable, scalable solutions.
**Reporting & Analytics**: Define reporting requirements for the Channel business in partnership with Analytics, covering pipeline, partner-sourced vs. influenced revenue, partner health scores, deal registration conversion, and program ROI. Build and maintain Channel GTM performance dashboards providing real-time visibility into partner activity and attainment. Translate complex channel data into executive-ready insights and own the cadence of business review reporting packages.
**PRM & GTM Systems Management**: Own administration, configuration, and strategic roadmap of Impartner as the primary PRM platform, including partner portal design, deal registration workflows, and MDF management. Leverage Crossbeam for partner ecosystem intelligence and account mapping. Serve as the Channel operations lead in Salesforce, maintaining partner account hierarchies and attribution models. Partner closely with Enterprise Systems to scope and deliver systems enhancements.
**Cross-Functional Partnership**: Act as the primary RevOps partner to Channel & Alliances leadership, providing strategic operational guidance on partner program design and go-to-market coverage. Partner with Finance on channel compensation and incentive structures, with Marketing on co-marketing workflows and MDF governance, and with the broader Revenue Operations team to ensure channel data integrates with the wider GTM operating model.
**Planning & Governance**: Support annual and quarterly planning cycles including partner segment capacity modeling and revenue goal-setting. Establish and enforce governance for partner rules of engagement, deal registration policies, and revenue attribution. Audit partner attainment and compensation monthly.
Required: 8-10+ years in Revenue Operations, Sales Operations, or Channel Operations, with majority focused on partner/channel GTM. Demonstrated hands-on experience building channel operations programs from scratch for VAR, MSP, and/or Distributor ecosystems. Deep expertise with Impartner, Crossbeam, and Salesforce. Strong analytical and cross-functional collaboration skills.
