Director, Deal Strategy & Commercial Operations

Salesforce•Indianapolis, IN

3d•$164,000 - $261,500

About The Position

The Director of Deal Strategy & Commercial Operations is a critical business leader responsible for identifying, operationalizing, and executing transformational revenue growth initiatives. In this role, you will accelerate profitable, high-margin revenue by leading end-to-end business transformations—from Lead-to-Cash optimization to GTM pricing and packaging evolution. You will act as the strategic bridge between executive decision-makers and operational teams, collaborating across Sales, Product, Deal Desk, Legal, Sales Ops, RevRec, Finance, Marketing, Customer Success, Engineering, BizTech, and Operations. The ideal candidate thrives in ambiguity, balances big-picture strategy with meticulous detail, and leverages cutting-edge technology—including AI—to scale operations and drive sustainable growth.

Requirements

BA/BS degree required.
10+ years of enterprise software experience.
Strongly preferred: CRM application experience, or experience related to sales, marketing, channel operations.

Nice To Haves

Advanced degree strongly preferred (i.e., MBA or equivalent experience with complex deal or financing structures preferred).
SaaS consulting experience desired
Move fluidly from big picture to details in order to deliver complex cross-functional projects, often with tight deadlines. Multi-tasking and quickly pivoting between initiatives will be critical.
Power to influence upwards and cross functionally where stakeholders can have varying objectives
Executive deck building and story telling experience
Thrive in a dynamic, fast-paced, environment where you must take on multiple responsibilities and do what it takes to get things done.
Energetic self-starter passionate about professional integrity and excellence with a positive attitude and contagious enthusiasm.
Superior analytical background with strong problem-solving skills. Tableau and SQL experience desired.
Outstanding organizational, communication, interpersonal, relationship building skills conducive to collaboration; able to work well in a cross-functional, matrix management environment.
Capable of explaining concepts clearly and credibly across all levels of the organization.
Aptitude to learn and leverage AI to drive efficiency and scale
Experience creating and analyzing key performance indicators and continually refining and optimizing adoption strategies based on data.
Curious, persistent, patient and resilient.

Responsibilities

Lead Enterprise Programs: Serve as the business owner for major company-wide initiatives, including Lead-to-Cash transformations, pricing/packaging GTM changes, and governance controls.
Operational Efficiency & Scale: Streamline control processes, workflows, and systems to ensure accuracy, consistency, and speed across the deal lifecycle while safeguarding user experience and customer success.
Cross-Functional Alignment: Work closely with Product, BizTech, and Support teams to implement complex pricing changes and GTM models effectively.
AI-Driven Optimization: Identify and deploy AI tools, automation, and intelligent workflows to streamline deal approval flows, optimize pricing decisions, and remove friction from the sales cycle.
Process Innovation: Leverage modern technology and AI-assisted analytics to transform legacy operations into agile, scalable, and future-ready commercial processes.
Metrics & Analytics: Define, track, and monitor critical KPIs to measure program performance, assess pricing effectiveness, and surface optimization opportunities.
Executive Decision Support: Build compelling executive-level narratives using advanced data modeling (Tableau, SQL) to influence portfolio-level discounting, deal structuring, and long-term strategy.
Upward & Cross-Functional Influence: Act as a trusted advisor to executive leadership and matrixed teams, fostering strong alignment across functions with competing priorities.
End-to-End Ownership: Translate high-level strategic objectives into tactical execution plans, serving as a change agent who challenges the status quo and drives continuous improvement.
Continuous Improvement: Serve as change agent by identifying and communicating inefficiencies, devising solutions, stimulating and institutionalizing business process improvements.