Director, Commercial Operations

We are seeking a highly analytical, business-oriented Director of Commercial Operations to lead the processes, systems, and governance that drive efficient revenue generation, predictable bookings performance, and clear field coordination. This leader will own global rules of engagement, Deal Desk, order approval workflows, and bookings forecasting, while serving as a strategic partner to Sales, Finance, Legal, Revenue Operations, Product, and Executive Leadership. The ideal candidate combines operational excellence and solid analytic skills with a strong appreciation for enterprise sales motions, MEDDPICC qualification methodologies, and SaaS revenue models. They possess the credibility to partner directly with sales leaders and frontline sellers, driving both speed-to-contract and forecast accuracy, while establishing clear rules of engagement and maintaining operational discipline and compliance. Key Responsibilities Commercial Operations & Field Governance Lead the Commercial Operations function with a sales mindset, establishing scalable processes that accelerate revenue growth, minimize field friction, and maintain governance. Own, define, and enforce global Sales Rules of Engagement (RoE), ensuring absolute clarity and reducing channel, segment, or territory conflict across sales teams. Establish dispute resolution frameworks and clear policies regarding account ownership and lead routing. Act as a bridge between the field and back-office teams, partnering with Sales Leadership, Revenue Operations, Finance, Legal, and Customer Success to streamline end-to-end quote-to-booking workflows. Develop and execute strategies that improve sales productivity and shorten sales cycles without adding administrative burdens. Forecasting & Clari Leadership Own bookings forecasting processes, methodologies, and executive reporting. Establish KPIs for commercial efficiency, deal cycle times, conversion rates, forecast accuracy, and booking attainment. Deliver actionable insights that improve sales execution and commercial performance. Build analytics and processes that support forecasting accuracy. Serve as the business owner for Clari, driving high adoption by positioning it as an intuitive, value-add tool for forecasting discipline. Apply operational insights to build and maintain forecasting frameworks that improve predictability at the rep, manager, regional, and company levels. Deliver analysis on pipeline health, deal risk, commit accuracy, and forecast variance. Lead weekly forecast reviews and executive inspection processes to ensure rigorous opportunity evaluation. Partner with Finance on quarterly guidance, revenue planning, and bookings performance analysis. Deal Desk & Commercial Governance Own the Deal Desk function, acting as a strategic deal-structuring partner to help the field navigate complex commercial transactions. Establish deal review frameworks that balance commercial flexibility, risk management, pricing integrity, and win-win customer outcomes. Partner with Legal and Finance to streamline internal approvals and reduce friction throughout the contracting process. Create scalable approval policies, delegation frameworks, and commercial guardrails. Analyze deal cycle times and identify opportunities to accelerate contract execution and booking conversion. Oversee order request workflows, validation processes, and booking alignment. Collaborate with Systems and Revenue Operations teams to support CPQ usability, pricing accuracy, and simplified quote-making for reps. Represent Sales, Finance, and Incentive Compensation to ensure pricing and packaging decision drive efficiency in sales, reporting and addressable marketing analysis. Establish key operational controls that protect deal quality while minimizing delays in the final stages of the sales cycle. Qualifications Required Experience 8+ years of experience in Commercial Operations, Revenue Operations, Sales Operations, or related business functions. 3+ years leading teams in a Director-level or senior management capacity. 1+ years of B2B SaaS selling experience. Meaningful sales support experience (SDR, BDR, Solution Architect, etc.) will be considered as an alternative. Strong commercial empathy with a proven track record of collaborating closely with enterprise sales organizations (prior sales exposure or sales-facing operational experience is highly valued). Experience establishing and managing Sales Rules of Engagement (RoE) and territory/segmentation governance. Proven experience supporting Deal Desk functions, sales forecasting, and commercial workflows (including basic CPQ operational structures and order-to-cash coordination). Proven experience administering and optimizing Clari. Solid understanding of MEDDPICC and enterprise sales methodologies. Demonstrated success improving forecast accuracy and operational execution. Experience partnering directly with executive leadership teams. Preferred Qualifications Experience in high-growth SaaS or public technology companies. Broad knowledge of Salesforce, CPQ platforms, contract lifecycle management systems, and revenue operations technologies. Proven experience working with Ironclad and Salesforce.com. Experience supporting multi-product and consumption-based revenue models. MBA or equivalent business experience preferred. #J-18808-Ljbffr Confidential