Senior Director, Commercial Operations

Axon•Seattle, WA

2h•Hybrid

About The Position

Join Axon and be a Force for Good. At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other. Life at Axon is fast-paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter. Your Impact Axon is seeking a Senior Director of Commercial Operations who will lead and optimize global sales transactions within the Quote-to-Cash cycle, helping ensure an exceptional internal and external customer contract, quote, and overall deal lifecycle experience. This leader will oversee our global Deal Enablement and Quoting functions. This team ensures commercial excellence through process simplification, operational rigor, and strategic leadership. You’ll serve as a critical partner to Sales, Finance, Legal, IT, and Customer Success — shaping deal governance, pricing execution, and customer experience standards across the contract / quote lifecycle. A customer-centric mindset and ability to act as a trusted, value-driven partner to cross-functional teams will be critical to success. The teams reporting up to this leader are assigned to support Axon’s specific sales end markets, ensuring deep understanding of unique customer and industry requirements. You will help drive policy development, process design, operational excellence, and change management as Axon enhances its systems and technology from SKU design, quote creation and through customer contract signature. Strategic Objectives Enhanced Sales Experience: Simplify and streamline touchpoints for Sales by creating clear engagement channels and defined ownership across quoting, deal structuring, and ordering / post sales processes, helping cross functional partners engage in the deal cycle effectively. Dedicated Commercial Operations Partner: Serve as the key partner to Sales leadership, responsible for driving accountability, responsiveness, and deal facilitation. You and your team coordinates with subject matter experts to accelerate deal closure and enhance customer outcomes. Improved Communication and Visibility: Implement integrated deal review processes and leadership to surface early signals to Sales and Finance, improving forecasting accuracy, planning, and visibility across the entire deal cycle. Increased Quote to Cash Accountability: Providing Sales with end-to-end ownership of customer transactions, ensuring streamlined accountability and faster issue resolution. Improved Deal Accuracy and Execution: By focusing on specific sales end market requirements, you will help increase the accuracy and speed of contracts while reducing friction between functions.

Requirements

Bachelor’s Degree in, Finance, Business, Economics, or related field.
15+ years of experience in Order to Cash, Revenue Operations, or Finance Operations leadership roles.
Proven experience leading Deal Enablement (Deal Desk), Quoting, Pricing, and Contracting in a complex commercial environment.
Excellent business partner to Sales, with a mindset of placing the customers’ needs first
Strong understanding of deal structure implications on financial outcomes.
Demonstrated success in process transformation and automation
Expertise with Salesforce CPQ/Billing or comparable platforms.
Strong program and change management skills with experience leading cross-functional initiatives.
Exceptional communication, executive presence, and stakeholder management abilities.
Proactive and analytical leader with a bias for action and data-driven decision-making.

Nice To Haves

Experience leading a global or shared services Quote to Cash organization at publicly traded companies.
Deep expertise in SaaS or subscription-based commercial models; hardware experience a plus.
Experience with Government contracting and partner / distributor ecosystems
Strong understanding of revenue recognition (ASC 606) is a plus
Proven track record of improving quote-to-cash and deal velocity metrics.

Responsibilities

Lead the Deal Enablement and Quoting Functions: Oversee quoting operations, ensuring quotes are accurate per Sales and Customer requirements and compliant / aligned with Axon’s pricing and revenue recognition standards. Define and monitor quoting and deal approval SLAs to improve turnaround times and deal velocity. Drive improvements to quote accuracy and approval workflows to ensure seamless customer experiences and timely deal execution.
Help improve the Quote to Cash Lifecycle: Lead teams responsible for ensuring customer data accuracy, efficiency, and transparency throughout the process. Maintain ownership of core operational metrics, including quoting SLA adherence, approval cycle times and operate self-audits to drive continuous improvement.
Enhance Deal Quality and Negotiation Outcomes: Provide strategic oversight of deal negotiation and structuring to ensure commercial terms align with Axon’s financial goals and risk mitigation policies. Partner with Sales, Legal, Finance, and Revenue Recognition leadership to align on optimal deal structures and improve negotiation efficiency.
Optimize Systems and Processes: Collaborate with Global Process teams and IT to deliver process and system enhancements that improve accuracy, scalability, and visibility across the quote-to-cash workflow. Champion automation and standardization initiatives using AI, RPA and other enabling technologies.
Lead and Develop High-Performing Teams: Manage and mentor a global team of approximately 40 professionals across quoting and deal enablement,. Foster a culture of visibility, accountability, collaboration, and continuous improvement that aligns with Axon’s mission and values.
Deliver Reporting and Insights: Establish performance dashboards and reporting for key metrics, including quoting accuracy and deal approval cycles.. Partner with executive stakeholders to translate data into actionable insights that drive forecasting accuracy and operational improvements.