Commercial & Revenue Operations Specialist (m/f/d)

ESQlabs

7d • Hybrid

About The Position

ESQlabs is seeking a Commercial & Revenue Operations Specialist to design, optimize, and scale the processes, systems, and insights that drive predictable, sustainable revenue growth. This role is crucial for managing the commercial operating system, transforming leads and product usage into recurring software revenue, and enhancing the overall effectiveness of the commercial function. The position requires a deep understanding of SaaS revenue models, including ARR and retention, and the ability to manage a funnel with conversion rates and drop-off, particularly from product trials. The specialist will be responsible for instrumenting the system, ensuring accountability, and improving the performance of customer-facing teams. Key responsibilities include building enablement, managing pipeline discipline, owning the forecast, and ensuring no qualified opportunity is lost. This is the first dedicated commercial operations hire and will work directly with the CEO and the Business Development function.

Requirements

• 4-6 years in revenue operations, sales operations, or commercial operations in a B2B software or SaaS business with a proven track record of contributing to 20–40% year-over-year revenue growth through process and systems improvements, or a services business making the move to software.
• Fluent in SaaS commercial metrics: ARR/MRR, CAC, LTV, net revenue retention, churn, pipeline coverage, stage conversion.
• Strong with the modern commercial stack: CRM (HubSpot, Salesforce, Close), outbound (Apollo, Clay, Dripify, Outreach), marketing automation (HubSpot, MailChimp), web and product analytics (GA4, product-usage tooling), and ideally subscription or billing systems.
• Comfortable with a product-led motion: trial signups, product-usage signals, and the trial-to-paid conversion loop.
• Think in funnels and systems; instrument, measure, find leaks, fix them, and prove the result.
• Comfortable driving process and holding others to it.
• Highly organized and detail-obsessed.
• Enough scientific literacy to operate credibly in pharma and biotech conversations; genuine curiosity about the domain is essential.
• Writes and speaks clearly in English.
• Temperamentally suited to a company in transition: takes ownership of ambiguous problems, comfortable being the only person in the function and building it from the ground up.

Nice To Haves

• Software commercial experience is what sets this role apart from a generalist ops hire.
• Experience in a PLG software company is a strong plus.
• German useful, not required.

Responsibilities

• Own the full funnel: lead to qualified opportunity to closed-won to onboarded to expansion.
• Own the conversion rate and drop-off at each stage, focusing on the numbers produced by the stages, not just CRM tidiness.
• Run the weekly pipeline review and enforce deal-stage hygiene and honest close dates.
• Ensure no deal stalls without a reason and no forecast is a guess.
• Own win/loss analysis and feed insights back into targeting, messaging, and pricing.
• Build and maintain commercial metrics for a software business: ARR and MRR, ACV, CAC, LTV, payback period, net revenue retention, churn, and pipeline coverage ratio.
• Own forecasting, including weighted pipeline, realistic commit, and leadership dashboards.
• Manage quote-to-cash machinery: pricing tiers, subscription contracts, renewals tracking, and seat-expansion motions.
• Own the trial-to-paid loop: self-serve and trial signups, product-usage signals turned into qualified conversations, and the handoff to sales with full context.
• Define and maintain the Ideal Customer Profile by segment (pharma MIDD teams, biotech, AI drug discovery, CROs).
• Drive the continuous development of the business strategy with internal and external stakeholders, integrating bespoke needs into a successful roadmap.
• Define and execute a strategy for acquiring prospective new customers in areas such as risk assessment, regulatory approval, drug development, and biological modeling and simulation.
• Generate, respond to, and capitalize on business leads across pharma, biotech, AI drug discovery, and CRO segments.
• Act as the enabler between the company and existing partners, maintaining and growing strategic relationships.
• Build playbooks, outbound sequences, battlecards, and call-prep to improve customer conversations.
• Own the outbound infrastructure and sequences (email and LinkedIn) and hand qualified conversations over with context.
• Own the operational and analytical side of marketing: campaign operations and automation, lead capture and routing, list segmentation, newsletter and email execution, attribution, and reporting.
• Own the martech and commercial tool stack: CRM, outbound platforms, marketing automation, analytics, and subscription/billing tooling, ensuring they are clean and integrated.
• Manage the operational side of conferences: pre-event prospecting, structured follow-up, lead capture into CRM, and ROI measurement.
• Provide weekly reporting on conversion, pipeline health, and revenue metrics.

Benefits

• Flexible work hours and a home office policy that focuses on people and not on numbers
• An attractive remuneration package
• A dedicated budget for education programs and conferences you can attend
• A working environment in which your contribution will make a difference, and that allows you to take ownership of projects and processes

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed