Manager Channel Development Team, MSP

IRONSCALES; United States; On-site; USD 140,000 - 200,000; Full time

Job summary

IRONSCALES is seeking a Manager, Global MSP Channel Development to lead a global team of Channel Development Managers driving new MSP partner recruitment and topline growth. You will own quotas, build scalable ramp plans, and partner with Marketing, RevOps, and Partner Success to ensure fast, high-velocity partner onboarding.

The ideal candidate has a track record of exceeding new-logo recruitment quotas and has experience leading hunting sales teams in cybersecurity or MSP ecosystems.

Qualifications

• 5+ years of channel development or partner recruitment with direct quota carrying responsibilities.
• 2+ years of experience directly managing a quota-bearing sales team.
• Experience in cybersecurity vendors, MSPs, VARs, or DMRs is highly preferred.

Responsibilities

• Hire, onboard, coach, and performance-manage a global team of Channel Development Managers.
• Build scalable recruiting and ramp plans to support rapid headcount growth across regions.
• Instill a culture of ownership, pipeline discipline, forecast accuracy, and hunting mentality across the team.
• Lead regular 1:1s, pipeline reviews, coaching, and role-play to sharpen skills (discovery, objection handling, closing).
• Develop career paths and succession plans for top performers and address underperformers.

Skills

Channel development

Partner recruitment

Sales leadership

Quota carrying

Forecasting

Job description

If you are passionate about driving innovation, building high-performing sales teams, and scaling industry-leading partner programs, we want to hear from you. Apply today to be part of the IRONSCALES team and lead the charge in revolutionizing the MSP landscape.

IRONSCALES is a leading provider of self-learning, AI-driven email security solutions that continuously detect and remediate advanced threats for global organizations of any size. Our solution is fast to deploy, easy to operate, and provides unparalleled protection against email threats. Our MSP division is a critical component of our growth strategy, enabling managed service providers worldwide to protect their clients and drive their own success.

Who We Are

We are IRONSCALES. We care about people. We care about cybersecurity. We care about our customers and partners. Our team acts with intentionality, and our actions are always in the best interest of our teams, our customers, and our company. Our culture is focused on innovation, continuous improvement, and the drive to push boundaries and take everything to the next level. We are a rapidly growing team and welcome all who love a fast-paced, rewarding challenge to join us today!

Role Overview

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.

Core Responsibilities

Team Leadership & Talent

• 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

Net New Logo Acquisition & Topline Growth

• 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.

Cross-Functional Execution

• 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.

Reporting & Accountability

• 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.

Requirements:

What We Need From You

• 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