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Firsthand · 1 week ago

Director, Channel Operations

New York

Full-time

Hybrid

Director/Executive

7+ years exp

Firsthand is an AI-powered Brand Agent platform transforming consumer engagement in marketing. The Director of Channel Operations will build and scale revenue operations infrastructure, partnering with publishers and marketers to create effective sales frameworks and enablement programs.

Artificial Intelligence (AI)Information TechnologyMarketing

Responsibilities

Build vertical-specific sales plays, pricing frameworks, and deal structures that enable publisher and agency teams to sell Firsthand products autonomously

Design and deliver hands-on training and enablement programs for commercial partners (webinars, sales decks, competitive positioning, objection handling) in partnership with marketing and sales teams

Act as a operational interface for publishers and marketers, providing strategic guidance on product packaging, pricing, and market positioning

Own verticalization strategy—creating industry-specific packages and positioning that resonate with different publisher audiences and advertiser segments

Collaborate with Marketing to translate core product messaging into channel-specific, customer-facing sales materials

Partner with Sales leadership to identify bottlenecks in the sales process and build systems that accelerate deal velocity

Surface insights from the field to inform product positioning, pricing strategy, and go-to-market approach

Work toward a goal of a phased expansion of approach into additional sales channels (e.g. Marketer/Agencies)

Design and implement deal desk processes, pricing guidelines, and proposal templates that standardize how deals get structured and approved

Build pipeline management reporting and frameworks that provide visibility into channel health and revenue forecasting

Create the operational frameworks that move new product configurations through internal commercialization and launch processes

Develop rate cards, discount structures, and margin rules that enable efficient, profitable deal-making

As necessary, work with marketing on partner target development efforts

Qualification

Revenue operations expertisePublisher sales strategyMedia sales enablementB2B2C business modelsDigital advertising ecosystemsTactical executionTrainingEnablementMarket positioningCross-functional collaborationStrategic thinking

Required

7+ years of experience in publisher sales strategy, ad tech revenue operations, or media sales enablement

Deep understanding of publisher and agency business models and knowledge of what media sales teams need to successfully sell new products

Track record of building revenue operations infrastructure from scratch in a high-growth environment

Business-oriented and commercially savvy with an understanding of how pricing, packaging, and positioning drive deal outcomes

Ability to toggle between strategic thinking (designing frameworks and systems) and tactical execution (building sales decks and running training sessions)

Comfortable working cross-functionally with Sales, Marketing, Product, and Finance to align on go-to-market strategy

Ability to thrive in ambiguity and build processes and systems where none exist today