Director, Commercial Ops

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

📋 Description

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

• Define strategic direction, recruit and mentor leaders, and ensure teams are accountable for revenue outcomes.

• Establish a commercial operating cadence, which includes annual and quarterly planning, capacity and quota strategies, and business reviews with the CRO and executive leadership.

• Manage commercial performance metrics related to pipeline health, conversion rates, win/loss analysis, deal economics, and sales representative productivity, transforming data into actionable insights.

• Implement governance policies for deals concerning pricing guidelines, approval authority, and contracting standards across employer, health plan, and channel agreements.

• Deploy Enablement and Clinical Specialists strategically to enhance revenue and provide sellers with the necessary narratives, evidence, and clinical credibility.

• Lead the roadmap for GTM systems, including Salesforce, CPQ/CLM, Gong, and the data infrastructure.

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

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

⛳️ Requirements

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

• At least 5 years in leadership roles overseeing multi-functional teams, including RevOps and at least one area of Enablement, Sales Strategy, or Analytics.

• Proven experience in scaling a B2B commercial organization through periods of rapid growth, preferably within the US digital health, health benefits, or enterprise SaaS sectors.

• Hands-on experience in company-wide planning, forecasting, quota management, and compensation structuring.

• Strong understanding of lengthy, intricate enterprise sales cycles involving multiple stakeholders such as employers, health plans, consultants, and channel partners.

• Possess executive presence to effectively challenge a CRO, present to the board, and mentor first-time managers.

• Proficient in AI applications at least at Level 1, utilizing AI tools daily to enhance personal productivity.

• Preference for experience with multi-product or platform pricing and packaging.

• Preferred background in integrating AI tools into GTM workflows.

🏝️ Benefits

• Total compensation structure includes variable, bonus, or sales incentives.

• Potential inclusion of private company stock options in the overall compensation package.

• Additional benefits that extend beyond the total compensation.

• Country-specific benefits outlined separately.