Position Summary

The Director, Global Sales Operations & Commercial Excellence is a strategic commercial leader responsible for designing, leading, and optimizing the operational framework, systems infrastructure, analytics, and governance processes that enable scalable, profitable growth across Aptyx's global sales organization.

Reporting directly to the SVP, Global Sales, this highly visible leadership role serves as a critical business partner in driving commercial effectiveness through sales strategy, forecasting, pipeline governance, CRM optimization, pricing and margin management, quoting operations, sales enablement, training and development, commission administration, and performance analytics.

This position leads the teams, systems, and workflows that support the full commercial lifecycle - from opportunity development through quoting, new product introduction (NPI), forecasting, contract award, and operational handoff - ensuring alignment with Aptyx's medical device manufacturing capabilities, customer expectations, plant capacity, validation timelines, and long-term growth objectives.

The Director partners cross-functionally with Business Development, Program Management, Finance, Customer Service, Engineering, Quality, Manufacturing Operations, General Managers, IT, HR, and Executive Leadership to improve sales productivity, pipeline visibility, customer responsiveness, margin performance, and revenue predictability.

This role is responsible for driving commercial excellence in a fast-paced, highly regulated medical manufacturing environment.

Essential Duties And Responsibilities

Commercial Strategy & Sales Planning

Provide strategic leadership for the development and execution of Aptyx's global sales operations strategy in alignment with revenue, bookings, and long-range growth objectives.

Key Responsibilities Include:

Leading annual, quarterly, and monthly sales planning processes, including territory alignment, account segmentation, quota deployment, customer targeting, and pipeline coverage expectations
Establishing governance for pipeline stages, forecast cadence, deal reviews, and opportunity qualification standards
Developing KPI frameworks and performance metrics that drive accountability across the commercial organization
Supporting the annual operating plan (AOP), strategic planning process, and long-range commercial growth initiatives
Identifying pipeline risks, revenue gaps, and strategic growth opportunities while supporting leadership decision-making

Forecasting, Pipeline Governance & Commercial Analytics

Own the global commercial forecasting process and provide executive-level visibility into pipeline health, revenue outlook, bookings, and demand trends.

Responsibilities Include:

Leading forecasting processes for bookings, revenue, demand visibility, and risk assessment
Driving integration of commercial forecasting into the S&OP process to ensure alignment with manufacturing capacity and customer demand
Establishing pipeline discipline, opportunity progression standards, and stage governance
Developing executive dashboards, scorecards, and KPI reporting for senior leadership
Presenting weekly, monthly, and quarterly business reviews to the SVP, Global Sales and executive leadership team
Analyzing trends to improve sales productivity, conversion rates, customer responsiveness, and margin performance

Pricing Strategy, Margin Management & Quoting Excellence

Lead commercial pricing governance and margin optimization strategies across new and existing customer opportunities.

Responsibilities Include:

Partnering with Finance, Engineering, Program Management, and Operations to validate technical and commercial assumptions
Driving margin discipline, pricing consistency, and profitability improvement initiatives
Monitoring quote conversion rates, turnaround time, gross margin performance, and commercial fit
Supporting strategic pricing decisions for complex customer programs, long-term agreements, and transfer opportunities

CRM, Commercial Systems & Technology Leadership

Provide leadership for the commercial technology infrastructure that supports sales effectiveness, customer visibility, and data-driven decision-making.

Key Responsibilities Include:

Ownership of CRM, pipeline tools, quoting systems, dashboards, and reporting infrastructure
Ensuring strong user adoption, process compliance, and data integrity across the commercial organization
Leading CRM governance, workflow design, automation, and reporting structures
Partnering with IT and business systems teams on integrations, enhancements, and scalable process automation
Evaluating and implementing tools that improve commercial execution and customer responsiveness

Commercial Process Optimization & Customer Lifecycle Management

Design and standardize scalable commercial workflows that improve speed, accuracy, and customer experience while aligning with operational readiness.

Responsibilities Include:

Optimizing lead management, opportunity progression, quote approvals, and customer handoff workflows
Ensuring seamless transition from opportunity development through contract execution, NPI, validation, and production launch
Driving Lean and continuous improvement initiatives within sales operations and quoting processes
Ensuring commercial commitments align with plant capacity, validation timelines, manufacturing readiness, and customer delivery requirements
Supporting customer experience scorecards, strategic business reviews, and lifecycle performance metrics

Sales Enablement, Training & Proposal Excellence

Lead the development of commercial tools, proposal quality standards, and training initiatives that strengthen sales execution.

Key Responsibilities Include:

Overseeing the creation, positioning, and quality control of customer proposals and quote packages
Supporting customer-facing presentations, technical pitch materials, and value proposition messaging
Standardizing proposal templates, commercial messaging, and content controls
Ensuring customer-facing materials accurately reflect Aptyx's technical capabilities and manufacturing solutions
Coordinating training and development initiatives for the commercial organization, including systems, processes, and sales enablement tools

Commission Administration & Incentive Effectiveness

Provide leadership for commission administration and incentive governance.

Responsibilities Include:

Overseeing commission plan administration, tracking, reporting, and reconciliation
Partnering with Finance and HR to ensure accurate and timely payouts
Maintaining reporting controls and audit readiness
Analyzing incentive effectiveness relative to strategic sales objectives and revenue performance

Leadership & Team Development

Lead, coach, and develop a high-performing sales operations organization capable of supporting global commercial growth.

Responsibilities Include:

Direct leadership of teams supporting CRM, systems, enablement, quoting, and analytics
Establishing clear performance expectations, KPIs, and accountability measures
Building scalable organizational capability and succession readiness
Promoting Aptyx values, leadership expectations, and cross-functional collaboration

Leadership Competencies & Core Values

The Director is expected to model and reinforce Aptyx leadership principles, including:

Strategic Leadership – Drives long-term commercial strategy and aligns execution with enterprise objectives
Customer Focus – Champions responsiveness, quality, and long-term customer partnerships
Cross-Functional Collaboration – Builds strong partnerships across commercial and operational functions
Accountability & Execution – Drives ownership, governance, and measurable results
Continuous Improvement – Promotes Lean thinking, innovation, and data-driven process improvement
People Leadership – Coaches, develops, and inspires high-performing teams
Integrity & Compliance – Ensures alignment with Aptyx quality standards, regulatory requirements, and ethical business practices

Qualifications

Bachelor's degree in Business, Finance, Engineering, Operations, or related field required
MBA preferred
Minimum 8–10 years of progressive leadership experience in sales operations, commercial operations, or strategic sales support
Minimum 5 years of people leadership experience
Experience in medical device, contract manufacturing, injection molding, assembly, or regulated manufacturing strongly preferred
Strong CRM experience, preferably Salesforce
ERP / MRP experience including Epicor, IQMS, SAP, or equivalent systems preferred
Strong financial, analytical, and strategic planning acumen
Proven leadership in complex cross-functional commercial environments
Experience supporting global sales teams and multi-site manufacturing operations preferred

Acknowledgement

I have received a copy of this job description, have read and understood it, and will complete all assigned duties and responsibilities. I recognize that the company reserves the right to modify this job description and that I will be informed of any and all modifications prior to their effective date.

Aptyx

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