Director, Commercial Ops

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

📋 Description

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

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

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

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

• Develop deal governance policies regarding pricing parameters, approval authorities, and contracting standards across employer, health plan, and channel deals.

• Deploy Enablement and Clinical Specialists strategically to drive revenue and equip sales teams with compelling narratives, evidence, and clinical credibility.

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

• Implement 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

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

• At least 5 years of experience leading multi-functional teams, including RevOps and at least one of Enablement, Sales Strategy, or Analytics.

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

• Hands-on involvement in company-wide planning, forecasting, quota setting, and compensation design.

• Proficiency in managing long, intricate enterprise sales cycles involving multiple stakeholders, including employers, health plans, consultants, and channel partners.

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

• Familiarity with AI at least at Level 1, utilizing AI tools daily to enhance personal productivity.

• Experience with multi-product or platform pricing and packaging is preferred.

• Background in integrating AI tools into GTM workflows is preferred.

🏝️ Benefits

• Variable compensation, bonuses, or sales incentives are part of the total compensation structure.

• Private company stock options may be included in the total compensation package.

• Additional benefits provided beyond total compensation.

• Country-specific benefits will be detailed separately.