Senior Director of Channel Revenue Operations, LogicMonitor
$205.4-256.7k
Looker
Google Sheets
Salesforce
Power BI
Expert level
Austin
Hybrid observability powered by AI
Job no longer available
Hybrid observability powered by AI
1001+ employees
B2BArtificial IntelligenceAnalyticsSaaS
Job no longer available
$205.4-256.7k
Looker
Google Sheets
Salesforce
Power BI
Expert level
Austin
1001+ employees
B2BArtificial IntelligenceAnalyticsSaaS
Company mission
To expand what’s possible for businesses by advancing their technology.
Role
Who you are
- 15+ years in Revenue Operations, Channel Operations, or Partner Strategy roles in a high-growth B2B SaaS company; global exposure required
- Bachelor’s degree required; MBA or equivalent preferred
- Experience and ability to provide strategic leadership, organizational development, performance management, employee development, retention, and talent pipeline building while maintaining cross-cultural awareness. Leader should also be able to drive inclusive teamwork and trust across geographies
- Deep understanding of GTM operations principles, including:
- Proven ability to design and scale reporting infrastructure, predictive analytics, and dashboarding for executive and operational audiences
- Expertise in Salesforce, PRM platforms (e.g., Channelscaler (AllBound) Impartner, Zift), and BI tools (e.g., PowerBI, GSheets, Looker)
- Experience designing channel program strategy, partner enablement, and incentive systems
- Strategic thinker with strong analytical and leadership skills; ability to influence at all levels of the organization
- Domain knowledge in IT Infrastructure, Observability, or APM/Log Management markets is a strong plus
- Experience using AI tools to enhance productivity, innovation, or problem-solving
What the job involves
- We are seeking a Senior Director of Revenue Operations – Global Channel Strategy, Programs & Operations to lead a cross-functional team that drives the end-to-end success of LogicMonitor’s partner ecosystem
- This role blends channel strategy with revenue operations leadership—owning the infrastructure, performance measurement, and operational models needed to enable and scale global channel partnerships
- You will be responsible for not only defining global partner program strategy but also operationalizing it through robust data models, forecasting infrastructure, compensation alignment, and performance attribution frameworks
- Define and evolve LogicMonitor’s Global Partner Program framework, including tiering, certification tracks, incentive models, and partner journey mapping
- Drive the transformation of the partner motion from a single-product model to a full-solution portfolio, aligning GTM and product teams
- Collaborate with Sales, Product, and Marketing to evolve partner-facing value propositions, GTM plays, and training materials
- Lead quarterly and annual program planning processes to align business priorities with regional and partner-specific opportunities
- Acting as the operational and analytical leader for global channel revenue, you will develop and manage with a team of analysts:
- Capacity Planning:
- Model partner rep and regional capacity needs based on pipeline coverage ratios, revenue targets, and ramp assumptions
- Align partner segmentation and coverage models with internal selling resources to eliminate channel conflict and maximize reach
- Target Setting & Forecasting:
- Develop and maintain territory and quota models for partner sales motions
- Drive annual and quarterly target planning in partnership with Sales Leadership, Finance, and Regional Channel Managers
- Create forecasting frameworks to measure sourced and influenced partner pipeline and conversion performance by region, vertical, and partner type
- Compensation & Incentive Design:
- Partner with Finance and Sales Ops to design and operationalize channel compensation plans, including deal registration payouts, tier accelerators, and SPIFFs
- Align comp plans with business objectives: partner growth, multi-product attach, renewal influence, and pipeline quality
- Ensure accurate compensation execution through robust operational and data reconciliation processes
- Attribution Models:
- Define and operationalize a robust multi-touch attribution model for partner involvement in deal cycles:
- Distinguish between sourced, influenced, and co-sell motions
- Ensure clarity and alignment across Sales, Marketing, and Fin on crediting logic
- Reconcile attribution in Salesforce and PRM systems to avoid disputes and ensure compensation accuracy
- Reporting & Analytics:
- Build and lead a high-performance reporting and analytics function that transforms partner data into actionable intelligence to drive growth, efficiency, and partner accountability
- Design and maintain a comprehensive partner performance dashboard suite to track:
- Pipeline sourced and influenced by partners
- Partner win rates, deal cycle times, and ACV trends
- Certification and enablement completion rates
- MDF utilization and ROI
- Regional and tier-based partner productivity
- Cross-sell / upsell attach rates
- Deliver role-based dashboards and scorecards for Executives, Channel Sales, Marketing, and Enablement teams
- Create predictive models to forecast partner-attributed revenue, pipeline coverage, and capacity utilization
- Monitor leading indicators of partner health, such as deal registration activity, training progress, and sales velocity
- Benchmark partner performance across segments to identify top performers, risk factors, and optimization areas
- Prepare board-ready reporting packages, executive presentations, and QBR materials
- Systems, Tools, and Data Infrastructure
- Serve as business owner of the Partner Relationship Management (PRM) platform; ensure its effective use across onboarding, deal registration, certification tracking, and MDF management
- Partner with IT and RevOps to integrate PRM, CRM (Salesforce), LMS, and BI tools for a unified data environment
- Build automation for partner scoring, lead routing, and lifecycle health tracking
- Enablement, Collaboration & Governance
- Launch and continuously refine partner enablement and certification frameworks, in collaboration with Enablement and Product Marketing
- Create training assets and playbooks aligned with LogicMonitor’s strategic priorities and product evolution
- Collaborate closely with Sales, Customer Success, Product, and Marketing to ensure partner strategies are fully aligned with the broader GTM motion
Application process
- Anticipated Application Close Date: 11/24/25
Our take
As businesses shift from reactive to proactive monitoring, there is a need for tools which empower them to make predictions and solve problems before they start. This is what LogicMonitor supplies, through an observability platform for hybrid environments.
The company's extensive product suite encompasses monitoring of all sorts, including but not limited to networks, virtual machines, databases, containers and SaaS. Each service supplies real-time insights and automated monitoring, complete with agentless architecture.
LogicMonitor is held in high regard by the industry, evidenced by its namechecking in the Visionary quadrant of the Gartner Magic Quadrant 2024. It has also seen significant funding, which will support further development and growth for the business.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Company
Funding (last 2 of 5 rounds)
Nov 2024
$400m
GROWTH EQUITY VC
Jun 2016
$130m
GROWTH EQUITY VC
Total funding: $543m
Company HQ
Santa Barbara Downtown, Santa Barbara, CA
Leadership
Board Member at Rapid7 and Founding LP at Operator Collective. Was also a Board Member at Poema Global, and CCO, VP and Global Head of Customer Success at Slack.
Salary benchmarks
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