Senior Director, Commercial Operations

Position Summary:

The Senior Director, Commercial Operations serves as the strategic and operational partner to the Global Commercial Organization. This role owns the systems, analytics, processes, and infrastructure that enable scalable revenue growth, performance visibility, and operational execution across North America and International markets.

This is a hands-on leadership role responsible for designing and running the commercial operating engine, including forecasting, sales planning, compensation strategy, territory design, pipeline analytics, CRM governance, and executive performance reporting. Reporting to Finance and partnering closely with Sales Leadership and Executive Management, this role drives revenue visibility, sales productivity, and commercial scalability.

The Senior Director leads a lean Sales Operations team while remaining deeply engaged in the analytics, planning, and execution that power the commercial organization.

Duties & Responsibilities:

• Own global sales performance analytics, including revenue trends, pipeline health, quota attainment, and productivity metrics.
• Deliver actionable insights to Executive Leadership on revenue drivers, risks, and growth opportunities.
• Develop standardized KPI frameworks and dashboards to improve commercial decision-making and accountability.
• Own global reporting cadence, including monthly, quarterly, and annual executive reporting packages.
• Partner with Sales Leadership to improve forecast accuracy and implement consistent forecasting methodologies across regions.
• Support annual operating planning and rolling forecast processes for the Global Sales organization.
• Lead the annual sales planning process including territory design, quota allocation, capacity modeling, and organizational alignment.
• Design and analyze incentive compensation plans that align sales behaviors with revenue, profitability, and strategic objectives.
• Oversee accurate implementation and administration of compensation plans, including resolving complex calculation issues.
• Evaluate compensation effectiveness and recommend refinements to drive performance and retention.
• Lead enhancements to CRM, analytics platforms, and reporting infrastructure (e.g., Salesforce, Power BI).
• Develop automated reporting solutions to improve efficiency and insight generation.
• Support FP&A activities related to the Global Commercial Organization including annual planning, forecasting, and performance analysis.
• Oversee administration of key commercial operational programs (e.g., fleet management for sales and service vehicles), ensuring cost control and operational efficiency.
• Other duties as needed or required.

Minimum Requirements & Qualifications:

• Bachelors’ Degree in Finance or Accounting, or equivalent experience.
• Minimum of 8 to 12 years of experience in Sales Operations, Commercial Operations, or Finance supporting revenue organizations, with at least 1-3 years in a management position.
• Demonstrated experience partnering with sales leadership on forecasting, compensation planning, and performance analytics.
• Strong financial modeling skills and analytic capabilities with the ability to translate complex data into actionable insights. 
• Excellent written and verbal communication skills.
• Advanced skills with Microsoft Excel, PowerBI, and Salesforce required. Hyperion skills a plus.
• Superb attention to detail and the ability to deliver results in a fast-paced environment.
• Professional demeanor and team player.
• Strong positive interpersonal skills. 
• Solid work ethic with a high level of energy; can take a “roll-up-the-sleeves” approach.

Salary : $200,000 - $230,000