Director, Channel Sales Operations - Capital One Software (remote)

Director, Channel Sales Operations

The Director of Channel Partner Operations for Capital One Software is a critical, high-impact leadership role responsible for building, optimizing, and scaling the operational foundation for Capital One Software's strategic go-to-market partnerships. This leader will design, implement, and govern the end-to-end processes, systems, and programs necessary to maximize growth and efficiency achieved through indirect sales channels.

This role sits on the Revenue Operations Leadership Team and acts as the operational linchpin across Sales, RevOps, Finance, Marketing, Product, and Legal for all sales channel partner-related activities.

We seek a strategic operations expert with deep, proven experience in building and scaling B2B software partner operations, particularly within organizations where over 50% of revenue flows through indirect sales channels. The Director of Partner Operations designs, implements, and manages the operational frameworks and tooling that optimize partner engagement and performance to drive indirect revenue growth.

Key responsibilities include:

• Align and enable the partner ecosystem strategy with overall Go-to-Market (GTM) objectives.
• Design and deploy the operational processes that power the end-to-end channel partner lifecycle including onboarding, enablement, reporting, and performance management.
• Act as the strategic operational liaison, driving efficiency across Sales, Marketing, Product, Finance, and IT.

Systems & Data Management

• Own the partner technology roadmap, focusing on integration and optimization of critical platforms (e.g., PRM, CRM, CPQ).
• Define, govern, and oversee the partner data strategy to ensure accuracy, compliance, and delivery of actionable insights.

Measurement & Analytics

• Design incentive models, partnering with Finance for unified financial rewards and profitability measurement.
• Develop and implement models for segmentation, attribution, and contribution to analyze partner performance, value, and ecosystem ROI.

Success Metrics:

Growth in partner-driven revenue and pipeline influence.

Improved partner onboarding, enablement adoption, and experience.

Operational efficiency (reduced process cycle times) and ROI from technology investments.

Accuracy and completeness of partner data.

Basic Qualifications:

Bachelor's degree or military experience. At least 10 years experience in Partner Operations, Channel Management, or a related Operations role (RevOps, Sales Ops). At least 7 years experience with B2B partner ecosystems, indirect sales models, and revenue processes.

Preferred Qualifications:

12+ years experience in strategic planning, process design, and change management. 7+ years experience with core GTM technology platforms (PRM, CRM, CPQ, CLM). Experience across various routes to market (direct, indirect, e-commerce) Familiarity with compliance and governance in domestic and international sales partner ecosystems

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.

The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting.

Remote (Regardless of Location): $205,400 - $234,400 for Director, Business Development

McLean, VA: $226,000 - $257,900 for Director, Business Development

Richmond, VA: $205,400 - $234,400 for Director, Business Development

San Francisco, CA: $246,500 - $281,300 for Director, Business Development

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate's offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Capital One offers a comprehensive, competitive, and inclusive set of health, financial, and other benefits that support your total well-being. Learn more at the Capital One Careers website.

Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.

This role is expected to accept applications for a minimum of 5 business days. No agencies please.

Capital One is an equal opportunity employer (EOE, including disability/vet) committed to non-discrimination in compliance with applicable federal, state, and local laws.