Senior Commercial Director

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

📋 Description

• Act as the primary commercial authority at Precisely for strategic customer relationships.

• Assess deals prior to customer presentations, analyze structures, identify commercial risks, and align deals with account growth strategies.

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

• Discover cross-sell, upsell, and expansion opportunities within current agreements.

• Facilitate communication between Sales, Finance, Legal, and Operations to resolve competing priorities.

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

• Interpret contract language into commercial impacts for Sales and clarify commercial considerations to Legal.

• Elevate deals needing executive-level commercial judgment to the CBO with actionable recommendations.

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

• Advocate for AI tools to assist in deal analysis, contract reviews, and commercial modeling.

• Enhance deal quality and establish a rhythm for commercial reviews without hindering deal velocity.

⛳️ Requirements

• Bachelor’s degree (equivalent work experience will be accepted in lieu of formal education).

• More than 7 years of experience in enterprise software or SaaS within commercial, deal strategy, or strategic finance roles, with direct involvement in complex contract negotiations.

• Proven capability to assess and restructure deal economics, including discounting, multi-year terms, licensing structures, and upselling strategies.

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

• Established record of operating cross-functionally with Sales, Finance, Legal, and Operations at a senior level.

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

• Travel requirements: less than 10%.

• Proficient in utilizing generative AI tools such as Claude and Microsoft Copilot.

• Capability to critically assess outputs generated by AI.

• Openness to continuously embrace new AI capabilities.

• Preferred: Previous experience in Commercial Excellence, Deal Strategy, or Revenue Strategy at an enterprise software or SaaS organization.

• Preferred: Understanding of renewal and expansion motions in a net revenue retention business.

• Preferred: Experience in a private equity-backed or rapidly growing public SaaS environment.

• Preferred: Familiarity with account-based selling models and strategic account planning frameworks.

🏝️ Benefits

• Fully remote position available anywhere in the US.

• Integration of AI tools and capabilities into daily workflows.

• Opportunity for potential advancement into a team lead role in the future.