Shandalf has been retained to identify a senior commercial transformation leader for a global organisation.
We are looking for a senior commercial transformation leader who can create the operating system that enables the client's global commercial organisation to scale, execute and grow. You'll act as the commercial operating-model spine of the business, bringing together strategy, sales operations, forecasting, territory planning, enablement, technology, analytics and AI-driven productivity improvements under a unified framework.
This is a newly created, highly visible role with significant executive exposure and the opportunity to build a world-class Revenue Operations capability across a truly global organisation.
About The Role
Reporting directly to the Chief Commercial Officer, you will lead the evolution of Revenue Operations and Commercial Excellence globally.
You will build alignment across Sales, Marketing and Customer Success, establish commercial discipline and accountability, improve forecasting accuracy, drive Salesforce and revenue technology adoption, and create the frameworks that enable sustainable growth.
You will also play a key role in driving commercial transformation initiatives, embedding AI-enabled processes and helping senior leaders make better, faster and more informed commercial decisions.
What You'll Be Responsible For
Revenue Operations & Commercial Performance
- Lead the global commercial operating rhythm across forecasting, pipeline management, business reviews and performance governance.
- Improve forecasting accuracy, sales productivity and commercial visibility.
- Drive accountability and performance management across the commercial organisation.
- Create a single source of truth for commercial performance.
Sales Operations, Segmentation & Planning
- Lead global market segmentation, territory planning and territory performance management.
- Drive account segmentation, whitespace identification and growth planning.
- Support quota planning, coverage models and commercial resource allocation.
- Develop frameworks that maximise commercial performance across regions.
Commercial Transformation
- Build and evolve a modern Revenue Operations function.
- Lead operating model design and large-scale transformation initiatives.
- Simplify processes, remove inefficiencies and improve commercial execution.
- Act as a strategic partner to the CCO on key commercial priorities.
Salesforce, Revenue Intelligence & Technology
- Own the commercial technology roadmap in partnership with Technology teams.
- Drive Salesforce governance, adoption and optimisation.
- Champion Gong adoption and broader revenue intelligence capabilities.
- Improve commercial reporting, analytics and decision-making frameworks.
- Leverage AI-enabled workflows and automation to improve productivity and efficiency.
Sales Enablement & Leadership Effectiveness
- Partner with commercial leaders to improve seller productivity and effectiveness.
- Support the implementation of sales methodologies, onboarding programmes, manager coaching frameworks and enablement initiatives.
- Drive adoption of best practices that improve commercial outcomes globally.
- Create scalable frameworks that influence seller behaviours and performance.
Data & Analytics
- Build executive dashboards and commercial performance reporting.
- Create valuable insights from commercial data.
- Establish robust data governance standards.
- Improve visibility across forecasting, pipeline health, retention, expansion and commercial performance metrics.
What You'll Bring
We are particularly interested in candidates who have:
- Led Revenue Operations, Sales Operations, Commercial Excellence or GTM Operations functions within complex international organisations.
- Supported large-scale commercial organisations across multiple regions and markets.
- Built or transformed commercial operating models and functions.
- Delivered global forecasting, planning and pipeline governance programmes.
- Led market segmentation, territory planning and territory performance initiatives.
- Driven Salesforce adoption, governance and optimisation programmes.
- Experience coaching commercial leaders and driving behavioural change through enablement programmes.
- Successfully delivered commercial transformation initiatives within SaaS, technology, subscription, data, information services or professional services environments.
- Built strong partnerships with executive stakeholders including CROs, CCOs and regional commercial leadership teams.
It would be desirable if you also have
- Experience with Gong, Clari, Marketo, Xactly or Revenue Intelligence platforms.
- AI-enabled commercial operations and workflow automation experience.
- Private Equity, M&A, integration or high-growth transformation experience.
- Experience leading global teams and influencing large matrix organisations.
Why this role is a fantastic opportunity:
- Newly created strategic leadership role.
- Direct partnership with the Chief Commercial Officer.
- Opportunity to shape a global commercial transformation agenda.
- Influence across Sales, Marketing and Customer Success.
- Build and scale a modern Revenue Operations function.
- Lead AI adoption and commercial innovation.
- Join a truly international organisation operating across multiple regions and markets.
