SA23M5 Sr. Director, Commercial Operations

CAS•Columbus, OH

3d•Onsite

About The Position

CAS is seeking a Sr. Director, Commercial Operations to lead the operational backbone of its commercial organization, including go-to-market and market planning, pricing and renewals, customer agreements, sales analysis and territory design, customer operations, and the supporting technology and data foundation. The position is based at CAS headquarters in Columbus, Ohio, and reports directly to the Chief Customer Officer / SVP, Sales & Customer Experience. It carries budget responsibility and leads roughly three to six direct reports and about fifteen to twenty indirect reports across its workstreams; several leadership seats are currently open. The immediate priorities are to establish a rigorous, defensible revenue and pipeline forecasting process and substantially simplify commercial operations. The role is expected to improve forecast credibility through direct sales leadership experience, while reducing process debt, cycle time, friction, and the administrative burden on sales representatives. It is a hands-on, developmental leadership role requiring direct partnerships with regional sales leaders and cross-functional teams, and commercial judgment associated with broader general management. The Sr. Director owns forecasting across new business, renewals, and pricing; leads multiple commercial operations workstreams; oversees technology and data capabilities, including Salesforce.com administration and the AI and tools roadmap; and partners across the organization on launches, strategic account reporting, customer support, and account-risk escalation. The position is classified as exempt under the Fair Labor Standards Act. Travel is expected to be 15–25%. Candidates must be authorized to work in the United States and must not require work authorization sponsorship now or in the future.

Requirements

At least 10 years in commercial or go-to-market roles.
At least 3–5 years in direct sales leadership managing quota-carrying representatives or front-line sales managers; this is required.
Demonstrated ownership of revenue or pipeline forecasting at scale and a track record of improving forecast accuracy.
Experience with CRM platform oversight; Salesforce.com is preferred.
Experience with sales compensation design and cross-functional work with Finance, HR, and GTM or product-launch processes.
Strong executive presence and experience presenting forecasts and commercial performance to senior executives or Board-level audiences.
Ability to operate hands-on as a general manager across multiple distinct operational workstreams.
Demonstrated success simplifying processes, reducing cycle time, and cutting administrative burden on a sales organization.
Bachelor's degree in business, a technical field, or a related discipline.
Authorization to work in the United States without requiring work authorization sponsorship now or in the future.

Nice To Haves

MBA.
Experience deploying automation or AI/agentic tools to reduce manual service volume, such as customer support or order processing.
High learning agility and demonstrated potential for broader commercial or general-management leadership.

Responsibilities

Own the end-to-end revenue and pipeline forecasting process across new business, renewals, and pricing in partnership with Finance.
Improve forecasting methodology, cadence, confidence categories, and variance analysis as ongoing disciplines.
Present forecast and pipeline health to the Chief Customer Officer and regularly to the broader executive team.
Lead simplification across GTM and market planning, pricing and renewals, customer agreements and CAM, sales analysis and planning, customer operations and identity management, technology, and commercial data.
Reduce cycle time, eliminate unnecessary processes, and reduce non-selling hours and administrative burden for sales representatives.
Partner with Technology & Business Data to identify and deploy AI and agentic automation, including opportunities in high-volume manual customer support.
Retire or consolidate legacy processes and reporting requirements that no longer serve active business needs.
Own GTM launch cadence, stage-gate governance, and market and ideal-customer-profile validation.
Own the platform for new business, renewals, and order entry; bundling strategy; and the Small Accounts Team serving accounts at or below $50K ACV across North America and EMEA.
Own Customer Agreements end to end, including the order-to-cash portion.
Own territory design and sales reporting, and collaborate with HR and Finance on incentive compensation.
Own the customer support platform, identity management, and service-level standards, including modernization of the manually handled inbound-call support model.
Own the shared technology and data backbone, AI and tools roadmap, legacy system migration, Salesforce.com administration, and translation of business requirements into system changes.
Partner with Commercial Enablement on launch stage-gate processes, including AI-fluency readiness as a go/no-go criterion.
Provide Strategic Accounts with data and cadence support for Top 150 health-score reporting on a defined refresh schedule.
Maintain a direct escalation channel to Services and CSS leadership for delivery-caused account risk.
Apply firsthand sales leadership experience to territory design, incentive structure, and forecast discipline, and build credibility with the sales organization.
Partner directly with Americas, EMEA, and APAC regional sales leaders.
Lead a distributed organization of roughly six workstream leads and their teams; fill and develop needed Commercial Operations leadership seats.
Establish speed, simplification, and reduced friction as operating disciplines.
Partner with internal staff to build the Small Accounts Team from the ground up, including its first Renewals and In-bound BD hires.