Manager Channel Development Team, MSP

The Manager, Global MSP Channel Development leads and scales a global team of Channel Development Managers (CDMs) responsible for recruiting net new MSP partners into the IRONSCALES MSP program. This is a player-coach, front-line sales leadership role: you will build, coach, and manage a growing team of territory-aligned CDMs (with continued fast growth expected), while owning the team's collective net new logo acquisition and new business topline growth targets and KPIs.

The ideal candidate has direct experience carrying and exceeding a new-logo/channel recruitment quota themselves, has since transitioned into building and leading high-performing hunting teams, and thrives on instilling a rigorous, metrics-driven, activity-based sales culture. This leader will partner closely with the VP of the MSP Global Business Unit, Partner Success, Marketing, and RevOps to ensure a seamless, high-velocity path from prospect to signed MSP partner to healthy handoff.

• Hire, onboard, coach, and performance-manage a global territory-based Channel Development Managers.

• Build a scalable recruiting and ramp plan to keep pace with rapid headcount growth across regions/territories.

• Instill a culture of extreme ownership, pipeline discipline, forecast accuracy, and “can-do” hunting mentality across the team.

• Run regular 1:1s, pipeline reviews, call/deal coaching, and role-play sessions to continuously sharpen team skill (e.g., objection handling, discovery, closing).

• Develop career paths and succession plans for high performers, performance manage poor performers

• Own the team’s collective quota for net new MSP partner recruitment (via direct and distribution) and associated new business topline revenue.

• Set and manage territory assignments, quota allocation, and top-of-funnel targets in line with the IRONSCALES Ideal Partner Profile (MSP IPP).

• Establish a healthy balance across the team between marketing-sourced inbound leads/meetings and self-sourced outbound prospecting.

• Monitor and drive pipeline hygiene, conversion rates, and velocity from first touch through signed partner agreement.

• Identify and act on upsell/expansion signal early in the recruitment cycle, ensuring clean context transfer to Partner Success.

• Partner with Marketing to ensure CDMs are enabled with sales and technical collateral, campaigns, and MDF/co-marketing support.

• Partner with Partner Success Managers (PSMs) to ensure disciplined, high-quality handoff of newly signed MSPs per the CDM-to-PSM rules of engagement.

• Work with Sales Engineering to ensure CDMs and their SE counterparts are effectively paired on demos and technical objection handling.

• Collaborate with RevOps to maintain accurate forecasting, Salesforce/CRM hygiene, and reporting cadences across the team.

• Represent the CDM organization in MSP Global Business Unit leadership discussions, surfacing market, competitive, and program feedback.

• Deliver regular (weekly/monthly/quarterly) reporting on team performance: net new logos, pipeline, conversion, and revenue against target.

• Lead and/or contribute to weekly MSP Momentum meetings and other cadence rituals that reinforce role play and skill-building as core team habits.

• Escalate risks (territory coverage gaps, competitive pressure, ramp delays) proactively with clear, data-backed recommendations.

• 5+ years of channel development, business development, or partner recruitment experience with a cybersecurity vendor, MSP, VAR, or DMR — including direct quota-carrying experience.

• 2+ years of experience directly managing a quota-carrying sales or channel development team, ideally in a fast-growing SaaS or cybersecurity environment.

• Proven track record of both personally exceeding recruitment/revenue targets and leading a team to exceed collective targets.

• Experience scaling a team quickly (hiring, onboarding, ramping) while maintaining performance standards and culture.

• Entrepreneurial mindset, creative, high-energy, and comfortable operating in ambiguity as the team and program scale.

• Strong coaching skills — able to diagnose rep-level gaps (discovery, objection handling, closing) and coach to improvement.

• Rigorous approach to forecast accuracy, pipeline hygiene, and CRM discipline (Salesforce).

• Excellent executive communication skills — comfortable presenting team performance and strategy to senior leadership.

• Proven ability to manage multiple regions/territories and priorities simultaneously with strong attention to detail.

• Bold, decisive, and not afraid to make the tough call on people, territory, or process decisions.

• Ability to travel flexibly, ranging from 25–50% depending on time of year and events scheduled (including team ride-alongs and regional events).