Director, Commercial Operations

This is a fully remote position, open to applicants in Europe.

📋 Description

• Lead and cultivate the Commercial Operations organization, encompassing Revenue Operations, Field Enablement, Clinical Specialists, and Business Analysts.

• Establish strategic direction, recruit and nurture leadership talent, and ensure teams are accountable for revenue outcomes.

• Take ownership of annual and quarterly planning, capacity and quota strategies, as well as business reviews with the Chief Revenue Officer and executive team.

• Act as the definitive source of information regarding pipeline health, conversion rates, win/loss analysis, deal economics, and representative productivity.

• Transform commercial performance data into actionable decisions.

• Establish deal governance policies, which include pricing guidelines, approval authority, and contracting standards.

• Allocate Enablement and Clinical Specialists effectively to maximize revenue generation.

• Spearhead the Go-To-Market (GTM) systems roadmap across Salesforce, CPQ/CLM, Gong, and the data infrastructure.

• Integrate AI and automation to streamline manual tasks within the commercial process.

• Collaborate with Finance, Legal, Product, Marketing, and Account Management on pricing strategies, packaging, product launches, and cross-selling initiatives.

⛳️ Requirements

• Over 10 years of experience in Revenue/Commercial Operations, Strategy & Ops, or consulting.

• At least 5 years of experience leading cross-functional teams, particularly in RevOps, alongside at least one of Enablement, Sales Strategy, or Analytics.

• Proven track record of scaling a B2B commercial organization during periods of hypergrowth, preferably within US digital health, health benefits, or enterprise SaaS.

• Hands-on experience with company-level planning, forecasting, quota management, and compensation design.

• Proficient in navigating long, complex enterprise sales cycles involving multiple stakeholders, including employers, health plans, consultants, and channel partners.

• Demonstrated executive presence, capable of providing constructive feedback to a CRO, presenting to the board, and mentoring first-time managers.

• Proficiency in AI; every hire must exhibit at least Level 1 AI capabilities.

• Preferred: experience with multi-product or platform pricing and packaging.

• Preferred: experience in integrating AI tools into GTM workflows.

🏝️ Benefits

• Sword provides additional benefits beyond total compensation; benefits may vary by country and will be detailed separately.

• Variable compensation, bonuses, or sales incentives may be included in total compensation.

• Private company stock options may also be part of the total compensation package.