Senior Director, Commercial Operations

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

📋 Description

• Drive the development of commercial excellence, sales force efficiency, and data-informed decision-making throughout the organization

• Act as a proactive strategic consultant to senior Sales and Commercial Leadership

• Convert commercial data and market intelligence into executive insights and actionable strategies

• Formulate and implement the Commercial Operations strategy in alignment with business goals, growth priorities, and customer requirements

• Create commercial analytics, dashboards, KPIs, and frameworks for performance management

• Enhance sales forecasting processes, methodologies, tools, governance, and accuracy of forecasts

• Identify gaps in the pipeline, forecast risks, and emerging opportunities; propose actions to Sales Leadership

• Develop scenario modeling and predictive capabilities for commercial results

• Advocate for AI, predictive analytics, automation, and new technologies within Commercial Operations and Sales

• Identify, prioritize, and execute AI-enabled solutions to boost seller productivity, forecasting, pipeline management, opportunity prioritization, and leadership decision-making

• Create and implement next-generation sales tools

• Collaborate with Digital/IT, data, and technology teams to ensure scalable, secure, and sustainable solutions

• Set governance and performance metrics for AI-enabled tools

• Oversee sales force effectiveness, productivity, accountability, sales planning, territory alignment, resource allocation, capacity planning, quota setting, and performance evaluation

• Develop and manage sales compensation and incentive programs

• Streamline commercial processes to enhance customer and employee experiences

• Optimize CRM systems, sales technology platforms, and sales enablement tools

• Establish metrics for the adoption and effectiveness of commercial tools

• Spearhead change-management and organizational transformation initiatives

• Manage multiple complex strategic projects with governance, execution discipline, and stakeholder communication

• Lead and nurture a diverse, distributed team

• Foster partnerships across Sales, Marketing, Finance, Digital/IT, and other departments

⛳️ Requirements

• Bachelor's degree in Business, Science, a related technical field, or another relevant area

• At least 10 years of relevant experience in sales operations, commercial operations, sales effectiveness, commercial excellence, analytics, or a similar discipline

• Extensive leadership experience managing teams and enterprise-level commercial initiatives

• Capability to act as a strategic and forward-thinking advisor to senior Sales and Commercial Leadership

• Familiarity with Salesforce.com or a similar CRM platform

• Experience leveraging AI, advanced analytics, predictive methodologies, or automation in commercial or sales processes

• Strong financial acumen, encompassing revenue planning, business performance management, and sales compensation design

• Advanced analytical and problem-solving skills

• Experience in optimizing sales processes and leading large-scale change-management or organizational transformation initiatives

• Ability to lead distributed teams in a global, matrixed environment

• Strong project and program management abilities

• Outstanding communication, presentation, and executive engagement skills

• Proficiency in influencing senior stakeholders and collaborating across functions, regions, and cultures

• Willingness to travel approximately 20–25%

🏝️ Benefits

• A selection of national medical and dental plans, along with a national vision plan, including health incentive programs

• Employee assistance and family support initiatives, including commuter benefits and tuition reimbursement

• Minimum of 120 hours of paid time off (PTO)

• 10 paid holidays each year

• Paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave)

• Accident and life insurance coverage

• Short- and long-term disability benefits in line with company policy

• Competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offering eligible employees the chance to buy company stock at a discount

• Variable annual bonus based on company, team, and/or individual performance results, according to company policy

• Fully remote work arrangement