Director, Commercial Operations

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

📋 Description

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

• Establish direction, recruit and nurture leaders, while ensuring teams are accountable for revenue outcomes.

• Oversee annual and quarterly planning, as well as capacity and quota strategies, and conduct business reviews with the CRO and executive leadership.

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

• Transform commercial performance data into actionable insights.

• Define deal governance policies, including pricing guidelines, approval authorities, and contracting standards.

• Allocate Enablement and Clinical Specialists strategically to enhance revenue generation.

• Propel the GTM systems roadmap across Salesforce, CPQ/CLM, Gong, and the data stack.

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

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

⛳️ Requirements

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

• At least 5 years of experience leading multifunctional teams, including RevOps and at least one other area such as Enablement, Sales Strategy, or Analytics.

• Proven history of scaling a B2B commercial organization during periods of hypergrowth, ideally within the sectors of US digital health, health benefits, or enterprise SaaS.

• Direct involvement in company-wide planning, forecasting, quota, and compensation design.

• Comprehensive understanding of prolonged, complex enterprise sales cycles involving multiple stakeholders, including employers, health plans, consultants, and channel partners.

• Strong executive presence: the capability to challenge a CRO, present to the board, and mentor first-time managers.

• Proficiency in AI; all hires must exhibit at least Level 1 AI knowledge.

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

• Preferred: background in integrating AI tools into GTM processes.

🏝️ Benefits

• Sword provides additional benefits that extend beyond total compensation; specific benefits may vary by country and will be outlined separately.

• Total compensation may include variable pay, bonuses, or sales incentives.

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