Sr. Director, Commercial Operations and Pricing

Transcat, Inc.•REMOTE,

2d•$175,000 - $225,000•Remote

About The Position

The Senior Director, Commercial Operations and Pricing is responsible for building and leading Transcat’s commercial operating model across the Sales team to drive profitable growth, share gain, and competitive differentiation. This role owns sales coverage design, sales capability development and training, compensation alignment, commercial analytics, and pricing across the organization. The Senior Director aligns sales coverage models, account segmentation and tiering to ensure resources are focused on the highest-value opportunities within each territory. This role defines and rolls out standardized sales processes and methodology, integrated with the CRM, and builds an ongoing training curriculum to develop critical selling capabilities across the sales organization. The role partners with Finance, HR, and Sales leadership to align sales compensation to desired behaviors. Additionally, the role leverages connectivity and analytics in partnership with the IT team—including AI-enabled tools within the CRM—to improve speed, focus, and predictability. The Senior Director is responsible for developing and executing enterprise pricing strategy — including pricing models, discount governance, and deal approval authority — to maximize profitability and competitiveness, partnering closely with Finance, and Category Management to align pricing decisions with company objectives and establishes stronger pricing process discipline and approval authority to protect margin while enabling the business to compete effectively.

Requirements

Strong knowledge of sales operations, commercial operations, and pricing strategy in a B2B environment
Proven experience designing and implementing account segmentation and territory coverage models
Experience defining and rolling out sales process methodology and driving CRM adoption
Experience designing and administering sales incentive compensation plans
Familiarity with AI-enabled sales tools, connectivity platforms, and commercial analytics
Strong analytical and financial acumen, including pricing, margin, and deal analysis
Excellent communication and presentation skills, with the ability to influence senior stakeholders
Demonstrated ability to lead cross-functional initiatives without direct authority
Strong project management and organizational skills, with the ability to manage multiple priorities
High level of business acumen and strategic thinking
Bachelor’s degree in Business Administration, Finance, Marketing, or related field; MBA preferred
15+ years of relevant experience in sales operations, commercial operations, pricing, or related commercial roles, including leadership experience
Demonstrated experience with Salesforce (SFDC) or comparable CRM platforms

Nice To Haves

Experience designing and administering sales compensation plans preferred

Responsibilities

Align sales coverage models and territory design to drive profitable growth, share gain, and competitive differentiation
Continue to expand and refine account segmentation and tiering methodology within territories to optimize resource allocation and prioritization
Build sales capabilities across the critical steps of the selling process to improve win rates, productivity, and consistency
Define, document, and roll out standardized sales processes and methodology, integrated with the CRM to ensure consistent adoption, data integrity, and reporting
Develop and implement an ongoing training curriculum and schedule to build and sustain key sales capabilities across the organization
Design and align sales compensation plans and incentive structures to reward desired selling behaviors and reinforce strategic priorities
Partner with Finance, HR, and Sales leadership on the design, administration, and governance of incentive compensation programs
Leverage connectivity and analytics tools to improve the speed, focus, and predictability of commercial decision-making
Implement enhanced AI-enabled tools within the CRM to reduce manual effort, eliminate waste, and improve sales efficiency
Develop dashboards and reporting that provide sales and executive leadership with clear visibility into pipeline, forecast, and performance trends
Establish stronger pricing process discipline, governance, and approval authority across the organization
Redefine deal review lines, thresholds, and methodologies to protect margin while enabling speed to quote
Serve as an escalation point and approval authority for non-standard pricing and deal structuring
Partner with executive leadership to translate commercial strategy into operational execution
Monitor market, competitive, and performance data to identify opportunities for continuous improvement
Model Company values and drive alignment across teams
Perform other duties as assigned
Model the Company’s values to influence others to perform in an aligned manner.
Ensure training and development plans are in place and communicated to employees to drive performance improvement and career progression.
Complete and deliver accurate, thorough, and prescriptive employee performance reviews on the required timeline.
Other duties as assigned