Director, Commercial Operations

Own the strategy and architecture for sales operations, including CRM systems, sales automation, territory design, and performance analytics Build and lead a high-performing commercial operations team and establish its long-term operating model Establish and govern sales goals, metrics, and KPIs across individual, team, and organizational levels Own end-to-end sales forecasting, including pipeline analysis, forecast preparation, scenario modeling, and performance reporting Design and govern sales compensation structures and incentive programs with Finance and HR Own vendor strategy, selection, contract negotiation, and budget management for the commercial technology stack Lead change management for new sales tools, processes, and systems Identify and operationalize cross-sell and upsell opportunities within the existing customer base Own data integrity across CRM and commercial systems, including governance standards and escalation paths Build and oversee sales training and enablement programs Coordinate commercial initiatives across Sales, Marketing, and Finance Translate data into strategic insight and identify organizational performance improvements Partner with Finance to monitor targets, flag variances, recommend course corrections, and support planning cycles Own market intelligence and competitive analysis to inform go-to-market strategy Report to the Chief Commercial Officer Requirements Bachelor's degree in Business, Marketing, Operations, or a related field MBA preferred 10+ years of progressive commercial operations or sales operations experience with a Bachelor's degree, or 8+ years with a Master's degree At least 4+ years in a people management role Experience ideally within life sciences, healthcare, or diagnostics Experience architecting and scaling commercial systems and infrastructure, including CRM platforms, sales automation, territory design, and performance analytics Command of the full sales forecasting lifecycle, including pipeline analysis, forecast modeling, scenario planning, and performance reporting Experience designing, implementing, and governing sales compensation structures and incentive programs Experience with vendor strategy, selection, negotiation, and budget management for commercial technology Experience leading change management for tools, processes, and systems Strong commercial and analytical abilities, including turning complex data into actionable insights Experience building alignment across Sales, Marketing, and Finance leadership Deep fluency in CRM systems (Salesforce or equivalent), sales analytics platforms, and data governance standards Track record of delivering results under ambiguity Written, verbal, presentation, and executive communication skills, including presenting to senior leadership and board-level audiences Excellent organizational and project management skills Ability to influence and collaborate across teams Ability to thrive in a fast-paced, dynamic environment High level of professionalism, integrity, and commitment to achieving results Passion for supporting Commercial teams and driving operational success Meticulous attention to detail and ability to manage competing priorities Core Competencies Demonstrates expertise in sales operations strategy, architecture, and performance analytics, with a strong focus on CRM systems and commercial technology management. Proven ability to lead teams, drive change management, and translate data into actionable insights for organizational improvement. Highest-signal resume keywords Sales Operations Strategy CRM Systems Management Sales Forecasting Lifecycle Change Management Leadership Commercial Analytics Hard Skills Sales Automation Performance Analytics Sales Compensation Design Pipeline Analysis Forecast Modeling Data Governance Vendor Selection Budget Management Territory Design Scenario Planning Soft Skills Executive Communication Project Management Collaboration Influencing Skills Attention to Detail Certifications & Qualifications MBA Preferred Industry Keywords Life Sciences Healthcare Diagnostics Commercial Operations Tools & Technologies Salesforce Sales Analytics Platforms Commercial Technology Stack #J-18808-Ljbffr Karius