Director, Commercial Process and GTM Technology

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

📋 Description

• Develop and sustain the future-state vision, strategy, and multi-year roadmap for WCG’s sales motion, commercial processes, and go-to-market technology ecosystem.

• Position Salesforce.com as the essential commercial platform throughout the lead-to-cash and customer relationship lifecycle.

• Oversee Salesforce.com product strategy, platform governance, system roadmap, release priorities, data standards, user experience, adoption, and optimization.

• Direct the design, standardization, documentation, and ongoing enhancement of scalable commercial processes.

• Define the integrated customer-engagement operating model utilizing Gong and other pertinent tools.

• Enhance opportunity management by aligning Salesforce.com and Gong workflows, data, and user practices.

• Collaborate with Commercial and Finance leadership to refine forecasting processes and utilize Gong forecasting capabilities.

• Work with Legal to enhance contract lifecycle management visibility, workflow alignment, status transparency, and data continuity.

• Identify and address process, data, integration, and workflow discrepancies within the commercial technology ecosystem.

• Establish governance forums and decision rights for prioritizing commercial processes and technology.

• Convert business strategy and user requirements into process designs, platform needs, implementation priorities, acceptance criteria, and measurable outcomes.

• Develop and track measures of adoption, data quality, process compliance, pipeline, forecasting, cycle time, and user experience.

• Lead change management, stakeholder communication, training strategy, and reinforcement activities.

• Manage the intake and prioritization of enhancements, defects, integrations, reporting needs, and new capabilities.

• Collaborate with technology teams and external providers to ensure scalable, secure, and supportable solutions.

• Act as a strategic advisor to Commercial leadership.

• Manage, direct, coordinate, evaluate, train, and assign tasks to the designated team and staff.

• Execute other duties as assigned.

⛳️ Requirements

• Bachelor’s degree in business, information systems, technology, data, life sciences, or a related field is required.

• At least 10 years of progressive experience in commercial operations, revenue operations, sales operations, business process transformation, product management, or go-to-market technology.

• Proven experience in defining and implementing end-to-end lead-to-cash, opportunity-to-contract, or customer lifecycle processes within a complex, matrixed organization.

• Extensive functional knowledge of Salesforce.com, covering platform governance, roadmap management, data quality, adoption, reporting, integrations, and workflow design.

• Experience utilizing Gong or a similar revenue intelligence platform for customer engagement, opportunity management, and forecasting.

• Background in collaborating with Legal and business stakeholders on contract lifecycle management processes and technology.

• Capability to design an integrated commercial operating model encompassing process, data, technology, governance, and user behavior.

• Proven ability to translate commercial strategy and business needs into process designs, platform requirements, priorities, and actionable roadmaps.

• Strong analytical and problem-solving abilities.

• Demonstrated success in leading cross-functional transformations, influencing senior stakeholders, and driving adoption without solely relying on direct authority.

• Excellent written, verbal, facilitation, and executive communication skills.

• High attention to detail with the ability to manage multiple priorities, dependencies, and deadlines.

• Salesforce certification is preferred; relevant certifications in product management, process improvement, change management, or commercial operations are a plus.

• Experience in clinical research, life sciences, healthcare services, or another complex business-to-business services environment is preferred.

• Ability to travel 0% to 10%.

🏝️ Benefits

• Medical, dental, vision, life, and disability insurance.

• 401(k) with company match.

• Flexible spending accounts.

• Employee assistance programs.

• Work/life balance tools.

• Referral bonuses.

• Tuition reimbursement.

• On-the-job training.

• Certification assistance.

• Continuing education support.

• Paid holidays, vacation, and sick time.

• Career development opportunities across One WCG.