Director, Commercial Strategy & Operations (Ophthalmology) - OptymEdge

Emmes Group • Rockville, MD

4d • Remote

About The Position

The Director, Commercial Strategy & Operations shapes and supports OptymEdge’s commercial growth strategy while leading a disciplined, data-driven commercial operations function. The role is accountable for commercial intelligence, qualified pipeline generation, CRM and forecasting governance, and effective proposal, budget, and pricing processes. It combines strategic thinking with hands-on leadership to improve commercial performance and enable sustainable new business growth.

The role focuses on commercial strategy and growth planning, data-driven commercial operations, qualified pipeline and new business growth, pricing and contract governance, alignment between lead generation and commercial teams, and team performance and development. The position is remote in the US and UK and is part of OptymEdge, which is part of the Emmes Group.

Requirements

• Typically 8–10+ years of progressive experience in commercial strategy, commercial operations, or sales operations.
• Demonstrated capability in new-logo pipeline generation, prospecting strategy, and developing customer relationships.
• Strong experience with Salesforce, forecasting, commercial analytics, pricing governance, and process improvement.
• Excellent commercial judgment, analytical, communication, and presentation skills.

Nice To Haves

• Experience in pharmaceutical, biotechnology, CRO, clinical trials, or broader life sciences.
• Experience building or leading a small team and influencing across a global organization.
• Ophthalmology or endpoint services experience.

Responsibilities

• Work with the Head of Commercial to develop annual commercial plans, target segments, priority accounts, and growth initiatives.
• Analyze market trends, clinical development pipelines, customer needs, and competitor activity to identify opportunities and inform positioning.
• Provide leadership with recommendations on pipeline quality, customer opportunities, pricing trends, and commercial priorities.
• Support account planning, qualification, and win strategy for high-priority pursuits.
• Lead commercial operations, including Salesforce governance, pipeline reporting, forecast processes, performance dashboards, and KPI definitions.
• Own and continually improve proposal, budget, and pricing workflows, ensuring timely, accurate outputs and appropriate approvals.
• Develop commercial controls for pricing, discounts, and non-standard terms in partnership with appropriate decision-makers.
• Improve data quality, reporting consistency, win/loss analysis, and adoption of effective commercial tools and processes.
• Lead and develop lead-generation capability, with measurable expectations for qualified meetings, accepted opportunities, and pipeline contribution.
• Define target-account priorities and research-led prospecting approaches to create a reliable flow of relevant opportunities.
• Engage prospective customers directly when senior-level involvement can improve access or accelerate qualification.
• Establish qualification criteria, lead follow-up expectations, and conversion feedback loops to improve pipeline quality.
• Partner with commercial leadership to align prospecting priorities with sales capacity, customer strategy, and opportunity-conversion needs.
• Coordinate with marketing and enterprise stakeholders on campaigns, conferences, and market engagement while respecting their functional ownership.
• Facilitate collaboration across finance, scientific, operational, and other teams to support commercial decisions and timely execution.
• Coach and develop assigned team members, establish clear deliverables, and foster accountability.
• Monitor commercial process effectiveness and recommend improvements to turnaround times, governance, reporting, and productivity.
• Promote a proactive, analytical, and growth-focused commercial culture across the organization.
• Perform additional duties as assigned.

Benefits

• Flexible Approved Time Off
• Tuition Reimbursement
• 401k Retirement Plan
• Work From Home Anywhere in the US
• Maternal/Paternal Leave
• Casual Dress Code & Work Environment
• Opportunities for volunteerism through the Emmes Cares community engagement program
• Competitive benefits package focused on the health and needs of the workforce

What This Job Offers

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