We are seeking a strategic, data-driven Director of Sales Operations & Commercial Excellence to build and lead the operating engine behind the commercial organization. This role is responsible for translating growth objectives into disciplined execution by owning the end-to-end revenue operating model, including forecasting, pipeline governance, performance analytics, CRM (Salesforce), and the broader go-to-market (GTM) technology ecosystem.
As a key partner to Sales leadership, this individual will drive revenue predictability, improve sales efficiency, and ensure strong cross-functional alignment across Sales, Marketing, Finance, Operations, and Technology.
This leader enables sales teams to focus on the highest-value opportunities, increase selling time, and deliver consistent, predictable results. By simplifying processes, enhancing tools, and integrating commercial demand into planning cycles, this role strengthens the organization’s ability to grow profitably and sustainably across multiple markets.
Key Responsibilities
Revenue Operations & Sales Efficiency
- Own and continuously enhance the end-to-end revenue operating model, including sales processes, pipeline standards, forecasting cadence, data integrity, and GTM systems
- Leverage AI-driven analytics and automation to improve forecasting accuracy, pipeline visibility, and overall sales productivity
- Identify and eliminate friction across the sales lifecycle—from lead generation through pricing, contracting, and order readiness
- Establish clear governance, roles, and operating standards to ensure consistent execution across teams and segments
Sales Systems & CRM Ownership
- Serve as the business owner of Salesforce and the broader sales technology stack, ensuring strong adoption, data quality, and business value
- Define and enforce governance around sales processes, data standards, reporting, and pipeline integrity
- Partner with IT to implement automation, data enrichment, and workflow improvements that reduce administrative burden and increase selling time
- Evaluate and introduce emerging technologies that enhance commercial productivity and insights
Forecasting, Pipeline Management & Planning
- Partner with Commercial Finance to co-lead the sales forecasting process, including methodology, cadence, and executive reporting
- Drive alignment to a single, consistent monthly demand forecast across Sales
- Play a key role in Integrated Business Planning (IBP) by translating sales demand into actionable inputs for Finance, Supply Chain, and Operations
- Improve forecast accuracy through analytics, root-cause analysis, and ongoing performance reviews
Revenue Planning & Financial Partnership
- Lead top-line revenue planning, aligning sales forecasts with financial targets and budget expectations
- Ensure alignment between revenue goals, pipeline health, market opportunity, and operational capacity
- Provide scenario modeling and sensitivity analysis to support executive decision-making
Performance Analytics & Insights
- Develop advanced analytics to quantify key revenue drivers such as volume, mix, pricing, and conversion rates
- Deliver executive-ready dashboards and insights to inform strategy and performance improvements
- Define and track KPIs to increase accountability, visibility, and transparency across the commercial organization
Sales Leadership & Cross-Functional Collaboration
- Partner closely with Sales, Finance, Marketing, Pricing, and Operations to drive revenue and growth outcomes
- Support sales leaders with segmentation and GTM insights to improve focus and execution
- Collaborate with Marketing on funnel management, lead handoffs, and conversion effectiveness
- Oversee pricing analytics and execution in partnership with Finance to ensure strong margin performance and price realization
Operating Cadence & Strategic Planning
- Design and manage the sales operating cadence, including pipeline reviews, forecast calls, QBRs, and IBP forums
- Lead Quarterly Business Reviews (QBRs) focused on performance, risks, and growth opportunities
- Plan and execute annual and semi-annual sales meetings aligned to commercial priorities
- Continuously improve effectiveness through feedback and performance measurement
Stakeholder Engagement
- Act as a trusted advisor to Sales leadership, using data and insights to influence decisions
- Support strategic account planning and participate in executive-level customer discussions as needed
- Present forecasts, insights, and recommendations to senior leadership
Qualifications
- Bachelor’s degree in Business, Engineering, or a related field; MBA preferred
- 10+ years of experience in Sales Operations, Revenue Operations, or GTM leadership roles within B2B organizations (manufacturing experience preferred)
- Strong hands-on experience with Salesforce; prior system ownership or product owner experience is highly desirable
- Proven ability to improve sales efficiency, forecast accuracy, pipeline discipline, and revenue predictability
- Strong analytical skills with the ability to translate complex data into actionable insights
- Demonstrated success working cross-functionally with strong executive presence
