Position Overview:
We are seeking a Director, Commercial Operations to set the strategy and direction for commercial processes, systems, and data, ensuring they enable efficient, scalable, and predictable revenue execution. They lead and develop a multi-level operations team, overseeing the design and governance of core workflows such as lead-to-cash, forecasting, and provisioning. The role acts as business owner for key GTM tools, driving adoption, data quality, and continuous process improvement. They also serve as a senior partner to Sales, Revenue Operations, Finance, Product, and Customer Success leadership, aligning on priorities and steering cross-functional initiatives that impact commercial performance.
Key Responsibilities
- Own the commercial operations strategy and roadmap for the region/portfolio, ensuring processes, systems, and data effectively support revenue and go‑to‑market goals.
- Lead and develop a multi-level Commercial Operations team, setting priorities, coaching talent, and fostering a high‑performance, continuous‑improvement culture.
- Design, standardize, and govern core commercial workflows with clear SLAs and controls.
- Act as business owner for Salesforce and key GTM tools within the scope of Commercial Operations, prioritizing enhancements, overseeing rollouts, and driving adoption and data quality.
- Define, monitor, and report on commercial KPIs and operational metrics, using insights to identify bottlenecks, optimize productivity, and improve forecast accuracy.
- Serve as a senior partner to Sales, Revenue Operations, Finance, Product, and Customer Success leadership, aligning on priorities and leading cross‑functional initiatives that impact revenue execution.
- Drive change management and communication for process and system changes, ensuring field teams are enabled, informed, and supported through training and documentation.
Required Experience/Skills
- 10+ years’ experience in commercial / sales / revenue operations or similar GTM roles in B2B SaaS/tech, including significant exposure to multi‑region organizations.
- Proven track record leading and developing multi-level teams, with responsibility for strategy, execution, and change management.
- Deep, hands‑on expertise with Salesforce and the broader GTM tech stack, acting as business owner/product owner for commercial tools, data, and integrations.
- Strong process design and optimization skills, with experience standardizing and governing lead‑to‑cash workflows, SLAs, and controls at scale.
- Advanced analytical and financial acumen, able to define and interpret KPIs, link operational metrics to revenue outcomes, and build data‑backed business cases.
- Exceptional executive communication and stakeholder management, capable of influencing senior leaders across Sales, RevOps, Finance, Product, and Customer Success and driving cross‑functional alignment.
