Director of Commercial Operations
About The Position
The Director of Commercial Operations is a senior leadership role responsible for building, implementing, and enforcing a rigorous, process-driven commercial operating model that enables consistent, measurable growth and reliable execution across the full customer lifecycle. This role serves as the operational backbone of the commercial organization, spanning Business Development and Customer Success. It ensures discipline in pipeline management, forecasting, CRM data integrity, performance measurement, and cross-functional alignment. While this role does not carry a direct sales quota, it is accountable for improving the effectiveness, productivity, and conversion performance of the commercial organization from prospect through Win Gate and into active execution.
Requirements
- Bachelor’s degree in business, engineering, finance or a related field preferred; MBA preferred.
- 8–12+ years of experience in Business Development Operations, Sales Operations, or Revenue Operations.
- Experience supporting long-cycle, complex B2B selling environments.
- Experience designing, building and utilizing a CRM, required.
- Strong operational and analytical skills with high attention to detail.
- Proven ability to drive process adoption and accountability.
- Comfort working cross-functionally and influencing without direct authority.
- Clear and concise communicator at all organizational levels.
- High proficiency in Microsoft Office and CRM systems (Monday.com preferred).
- Ability to manage multiple priorities while maintaining high attention to detail.
- Ability to travel up to 25%
Responsibilities
- Own and continuously improve the commercial operating rhythm, including weekly pipeline reviews and monthly or bi-monthly performance reviews with KPI monitoring.
- Own sales forecasting and pipeline management, ensuring accuracy, consistency, and alignment with Finance.
- Monitor Business Development Director (BDD) activity, productivity, conversion performance, and pipeline quality.
- Monitor Customer Success performance at key commercial handoff points, including Win Gate acceptance and early execution health.
- Own the commercial prospect and opportunity pipeline as the single source of truth.
- Serve as owner of CRM discipline in Monday.com, including data integrity, KPI definitions, reporting, and adoption.
- Design and improve commercial processes from prospect qualification through Win Gate and PO receipt.
- Lead Inside Sales, ensuring effective prospect identification and early qualification support.
- Support pricing, margin analysis, deal approvals, proposals and incentive performance tracking in partnership with Finance.
- Ownership of commercial contract document database (SharePoint) and SharePoint Commercial infrastructure.
- Lead and support the design, administration, and tracking of sales incentive compensation plans.
- Ensure transparency and accuracy in commission calculations and performance reporting.
- Develop dashboards, reporting, and insights for the CCO, BD leadership, Customer Success leadership, Finance, and executives.
- Act as the commercial integrator across Business Development, Customer Success, Finance, Operations, RD&E, and Regulatory.
- Perform additional duties assigned to support the overall success of the organization.
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What This Job Offers
Job Type
Full-time
Career Level
Director
