Head of Commercial Operations

Mainspring Energy•Menlo Park, CA

6d•$153,000 - $230,000•Onsite

About The Position

Mainspring Energy is at an inflection point — moving from early commercial success to building the scalable, repeatable sales engine that drives the next phase of growth. That transition demands a different kind of operational infrastructure: rigorous forecasting, disciplined pipeline management, clear process at the seams of a cross-functional team, and the analytics to make smart decisions fast. The Head of Commercial Operations will be the leader of that infrastructure. This person will own, scale, and continuously evolve the systems, processes, and performance frameworks that allow our commercial team to operate at its best — building on a solid foundation and taking it to the next level as the company grows. This is a critical role at a company where the commercial opportunity is large, the sales motion is complex, and getting operations right is a genuine competitive advantage. The right person will serve as a strategic partner to commercial leadership, build the operating rhythm that drives accountability, and ensure the commercial organization has the tools, processes, training, and deal support required to scale.

Requirements

8-12+ years in Sales Operations, Revenue Operations, or Commercial Operations for a B2B hardware company with $10-500m plus contract values
Demonstrated experience building or transforming sales ops infrastructure in a complex, multistakeholder B2B environment
Strong analytical skills with experience in forecasting, pipeline modeling, and BI tools such as Tableau or Power BI
Bachelor's degree in business, engineering, or a related field

Nice To Haves

Background in energy, cleantech, industrial technology, or capital equipment
Background in technically complex, long-cycle sales environments
Experience scaling a sales operations function at a high-growth company
MBA or other advanced degree

Responsibilities

Manage and ensure clear ownership, strong execution, and effective collaboration across the commercial organization
Manage and continually improve Sales Operations and Commercial Contracts Management functions
Directly build and own the Sales Enablement function for Sales, Business Development, and Sales Engineering
Serve as a strategic partner to the CCO and commercial leadership team, translating growth objectives into operating plans, processes, metrics, and accountability mechanisms
Build scalable commercial infrastructure that supports a complex, long-cycle, multi-stakeholder sales motion
Own and manage annual sales operating plans including segmentation, account and opportunity scoring criteria, territory design, and quota allocation aligned to company growth objectives
Own capacity and shipment planning and ensure commercial targets reflect realistic headcount, coverage, and market opportunity
Partner with commercial leadership to identify gaps in coverage, conversion, team productivity, and sales process execution
Proactively lead and continuously improve our structured forecasting process that gives leadership reliable, stage-by-stage visibility into pipeline health and revenue outlook
Establish pipeline hygiene standards, such as stage criteria, required fields, aging policies, and hold the organization accountable
Own the commercial inputs to SIOP planning including accurate timing, quantity, and product mixes required from Manufacturing and Development team
Own and continuously optimize the end-to-end sales process from lead qualification through contract execution and close
Develop segment playbooks, deal frameworks, and process documentation that help the team execute consistently across a complex, long-cycle sales motion
Create sales enablement and training cadences to ensure up-to-date product knowledge by the sales team
Own Salesforce governance: data integrity, workflow design, system configuration, reporting, and user adoption
Evaluate and manage the broader sales and marketing tech stack, ensuring tools reduce friction and serve the sales motion
Ensure Sales Ops delivers accurate reporting, executive / board materials, compensation administration support, and operational insights
Own and strengthen the business review cadence — pipeline reviews, monthly performance check-ins, quarterly operating reviews — that drives accountability across the commercial organization
Develop and track the KPIs and dashboards that reflect commercial health; partner with Finance on compensation plan design, modeling, and administration
Develop and communicate compensation plans and quarterly results in conjunction with sales leadership
Develop and manage, with input from legal and finance teams, pre-contracting documents to enable opportunity progression such as term sheets and development services agreements
Build and manage the commercial contracts support function, which is responsible project managing the contracting project with multiple internal and external stakeholders over a multi-week contracting process