Director, Commercial Operations & Enterprise Accounts

Fortive • Pittsburgh, PA

1d

About The Position

The Director, Commercial Operations & Enterprise Accounts is a senior commercial leader responsible for designing and executing the company’s enterprise go-to-market engine. This role integrates enterprise business development, channel strategy, and revenue operations into a unified, data-driven system that drives predictable, scalable revenue growth. Reporting to the Vice President Commercial, this leader will operate as a strategic partner to commercial leadership, translating growth strategy into execution across sales, marketing, and customer success. This role carries enterprise-wide influence, leads cross-functional initiatives, and is accountable for delivering measurable commercial outcomes aligned to near and long-term objectives.

Requirements

• 10+ years of experience across enterprise sales, business development, channel management, and sales/revenue operations
• Proven track record driving revenue growth and scaling commercial systems
• Experience leading cross-functional teams in a matrixed environment
• Strong analytical and data-driven decision-making capability

Nice To Haves

• Experience integrating sales, marketing, and customer success into a unified revenue model
• Familiarity with CRM platforms (e.g., Salesforce), analytics tools, and AI applications in commercial workflows
• Experience in industrial, B2B, or technology-enabled solutions environments
• MBA or equivalent advanced business experience

Responsibilities

• Define and execute enterprise account growth strategies, including new logo acquisition and strategic expansion within key accounts
• Lead and scale enterprise business development teams, driving pipeline creation in priority verticals
• Identify new markets, partnerships, and routes-to-market to accelerate long-term growth
• Align enterprise strategy with corporate policy deployment and growth objectives
• Own enterprise channel strategy (distributors, partners, national accounts)
• Design scalable channel frameworks to drive revenue growth, coverage, and customer penetration
• Establish governance, performance metrics, and incentives to optimize channel contribution
• Partner cross-functionally to align channel strategy with product, pricing, and customer needs
• Build and lead a unified revenue operations capability spanning: Pipeline management, Forecasting & analytics, Territory planning & account segmentation, Sales process and productivity
• Deliver accurate forecasting, performance insights, and operational rigor to improve decision-making
• Design and implement scalable systems, tools, and processes that improve sales effectiveness, being a visible champion and change agent for AI solutions
• Apply FBS principles to drive continuous improvement, standard work, and operating discipline across the commercial teams
• Lead kaizen initiatives to improve commercial processes, data accuracy, and execution speed
• Establish operating rhythms (daily/weekly/monthly) tied to performance metrics and accountability
• Act as a change agent, embedding data-driven decision-making and operational excellence across the organization
• Partner with Sales, Marketing, Customer Success, Product, and Finance leaders to align strategy and execution
• Act as a trusted advisor to senior leadership on growth strategy, performance, and investment prioritization
• Influence decisions across a matrixed organization with high executive visibility
• Build, lead, and develop high-performing teams across: Enterprise business development, Channel management, Sales / revenue operations
• Establish clear goals, accountability, and performance management frameworks
• Develop next-generation commercial leaders aligned to Fortive leadership expectations
• Drive a culture of ownership, continuous improvement, and results

What This Job Offers

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