Director, Channel Operations

About Firsthand

Firsthand has built the first AI-powered Brand Agent platform, transforming the way marketers and publishers engage consumers through their own AI agents, anywhere online.

While most AI applications in marketing and advertising focus on back-office automation, the Firsthand Brand Agent Platform™ powers front-line consumer engagement. Operating across both owned properties and paid media, Firsthand's Brand Agents make a company’s expertise accessible in real time, adapting to consumers’ interests and guiding them towards the information they need to take action. Central to the platform is Lakebed™, the company’s AI-first data and knowledge rights management system that ensures brands retain full ownership and control of their expertise.

Firsthand is led by Jon Heller, Michael Rubenstein, and Wei Wei, whose previous ventures helped build the foundations of modern digital advertising. Backed by Radical Ventures, First Mark Capital, Aperiam Ventures, and Crossbeam Venture Partners, Firsthand is shaping the future of AI-driven consumer engagement.

Firsthand is headquartered in NYC, with team members working together in-office three days a week.

We are seeking a Director of Channel Operations to build and scale our revenue operations infrastructure across both our Channel Publisher and Marketer & Agency sales channels.

As part of our team, you'll own the operational backbone that enables our sales channels to scale efficiently and predictably. You'll partner with our publisher ecosystem, marketer/agency business stakeholders, and internal sales teams to design the frameworks, systems, and enablement programs that turn partnerships into revenue-generating relationships. This is a high-impact, cross-functional role that blends deep publisher/advertiser knowledge, revenue operations expertise, and hands-on execution.

Channel Activation & Enablement

• 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)

Revenue Operations Infrastructure

• 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

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

• You deeply understand publisher and agency business models and know what media sales teams need to successfully sell new products

• You have a track record of building revenue operations infrastructure from scratch in a high-growth environment

• You're business-oriented and commercially savvy—you understand how pricing, packaging, and positioning drive deal outcomes

• You can toggle between strategic thinking (designing frameworks and systems)…