Director, Commercial Operations & Enterprise Accounts

Description

The Director Commercial Operations & Enterprise Accounts is a senior commercial leader responsible for designing and executing the companys enterprise go-to-market engine. This role integrates enterprise business development channel strategy and revenue operations into a unified data-driven system that drives predictable scalable revenue growth.

Reporting to the Vice President Commercial this leader will operate as a strategic partner to commercial leadership translating growth strategy into execution across sales marketing and customer success.

This role carries enterprise-wide influence leads cross-functional initiatives and is accountable for delivering measurable commercial outcomes aligned to near and long-term objectives.

Key Responsibilities

1. Enterprise Growth Strategy & Execution

• Define and execute enterprise account growth strategies including new logo acquisition and strategic expansion within key accounts
• Lead and scale enterprise business development teams driving pipeline creation in priority verticals
• Identify new markets partnerships and routes-to-market to accelerate long-term growth
• Align enterprise strategy with corporate policy deployment and growth objectives

2. Channel Strategy & Performance

• Own enterprise channel strategy (distributors partners national accounts)
• Design scalable channel frameworks to drive revenue growth coverage and customer penetration
• Establish governance performance metrics and incentives to optimize channel contribution
• Partner cross-functionally to align channel strategy with product pricing and customer needs

3. Revenue Operations Leadership

• Build and lead a unified revenue operations capability spanning:
  • Pipeline management
  • Forecasting & analytics
  • Territory planning & account segmentation
  • Sales process and productivity
• Deliver accurate forecasting performance insights and operational rigor to improve decision-making
• Design and implement scalable systems tools and processes that improve sales effectiveness being a visible champion and change agent for AI solutions

4. Fortive Business System (FBS) Leadership

• Apply FBS principles to drive continuous improvement standard work and operating discipline across the commercial teams
• Lead kaizen initiatives to improve commercial processes data accuracy and execution speed
• Establish operating rhythms (daily/weekly/monthly) tied to performance metrics and accountability
• Act as a change agent embedding data-driven decision-making and operational excellence across the organization

5. Cross-Functional Leadership

• Partner with Sales Marketing Customer Success Product and Finance leaders to align strategy and execution
• Act as a trusted advisor to senior leadership on growth strategy performance and investment prioritization
• Influence decisions across a matrixed organization with high executive visibility

6. Team Leadership & Talent Development

• Build lead and develop high-performing teams across:
  • Enterprise business development
  • Channel management
  • Sales / revenue operations
• Establish clear goals accountability and performance management frameworks
• Develop next-generation commercial leaders aligned to Fortive leadership expectations
• Drive a culture of ownership continuous improvement and results

Qualifications

Required:

• 10 years of experience across enterprise sales business development channel management and sales/revenue operations
• Proven track record driving revenue growth and scaling commercial systems
• Experience leading cross-functional teams in a matrixed environment
• Strong analytical and data-driven decision-making capability

Preferred:

• Experience integrating sales marketing and customer success into a unified revenue model
• Familiarity with CRM platforms (e.g. Salesforce) analytics tools and AI applications in commercial workflows
• Experience in industrial B2B or technology-enabled solutions environments
• MBA or equivalent advanced business experience

Required Experience:

Director