Senior Commercial Director

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

📋 Description

• Act as the senior commercial expert at Precisely for managing strategic customer relationships.

• Assess deals prior to customer presentations, analyze structure, pinpoint commercial risks, and ensure alignment with account growth strategies.

• Provide guidance to Account Executives and Renewals Account Managers on negotiation tactics, concession sequencing, contractual leverage points, and structuring multi-year agreements.

• Discover opportunities for cross-selling, upselling, and expanding within existing contracts.

• Facilitate communication between Sales, Finance, Legal, and Operations, while addressing competing priorities.

• Collaborate with Finance and Revenue Recognition teams to ensure that deal structures comply with margin and revenue recognition standards.

• Interpret contract language in terms of commercial impact for Sales stakeholders and elucidate commercial aspects to Legal teams.

• Elevate deals needing executive-level commercial judgment to the CBO along with a suggested course of action.

• Monitor deal quality metrics, margin realization, and commercial risk across the Strategic Accounts portfolio.

• Promote the use of AI tools for deal analysis, contract evaluations, and commercial modeling workflows.

• Enhance deal quality, initiate proactive commercial reviews by account teams, and fortify deal structures without hindering velocity.

⛳️ Requirements

• Bachelor's degree (or equivalent work experience can substitute for educational qualifications).

• Over 7 years of experience in enterprise software or SaaS within commercial, deal strategy, or strategic finance roles, with hands-on experience in complex contract negotiations.

• Proven ability to assess and modify deal economics, covering discounting, multi-year agreements, licensing structures, and upsell strategies.

• Familiarity with enterprise software agreement terminology, including M&A and divestiture clauses, implications for revenue recognition, and provisions for contractual risk.

• Established history of working collaboratively across Sales, Finance, Legal, and Operations at a senior level.

• Ability to engage credibly with C-suite and senior Finance/Legal stakeholders during negotiations on both sides.

• Travel requirement: less than 10%.

• Skilled in utilizing AI tools to expedite work processes, enhance output quality, and eliminate tasks of low value.

• Comfortable using generative AI tools such as Claude and Microsoft Copilot.

• Capable of critically assessing AI-generated outputs.

• Eagerness to continuously embrace new AI capabilities.

• Preferred, but not mandatory: experience in Commercial Excellence, Deal Strategy, or Revenue Strategy within an enterprise software or SaaS organization.

• Preferred, but not mandatory: knowledge of renewal and expansion processes in a net revenue retention business.

• Preferred, but not mandatory: experience in a private equity-backed or rapidly growing public SaaS setting.

• Preferred, but not mandatory: exposure to account-based selling strategies and frameworks for strategic account planning.

🏝️ Benefits

• Comprehensive health insurance plans.

• Generous paid time off and holiday policies.

• Opportunities for professional development and growth.

• Flexible work arrangements.

• Competitive salary and performance-based bonuses.