Senior Director, Sales Operations & Commercial Excellence

Senior Director, Sales Operations & Commercial Excellence

Santa Clara, CA or Remote

Position Title: Senior Director, Sales Operations & Commercial Excellence

Location: Santa Clara, CA, Onsite 5x a week

Job Term: Full-Time

About the Role The Sales Operations & Commercial Excellence function sits at the intersection of Sales, Finance, and Legal—ensuring commercial activity translates into predictable, scalable revenue growth. As Senior Director, you will define and lead the company's commercial operating model across the full deal lifecycle—from opportunity development through contract execution and into long-term revenue performance (RPO). This role is a key strategic partner to executive leadership, responsible for driving operational rigor, improving deal quality, and enabling efficient, enterprise-scale growth.

What You'll Do

• Set Commercial Operating Strategy
• Define and evolve the company's end-to-end commercial operating model
• Establish scalable frameworks that support enterprise sales execution and long-term bookings growth
• Partner with executive leadership to align commercial strategy with company growth objectives

• Drive Deal Governance & Commercial Excellence
• Establish governance across deal structure, pricing, and approvals
• Ensure consistency and quality in commercial agreements
• Partner with Legal, Finance, and Sales leadership to optimize contract frameworks and approval processes

• Own Bookings & Revenue Visibility
• Drive operational rigor across pipeline, bookings, and RPO tracking
• Ensure accurate forecasting inputs and alignment with Finance
• Provide executive-level visibility into performance and risk

• Scale Proposal & Deal Execution
• Build and optimize proposal development processes to improve speed and quality
• Enable efficient cross-functional coordination for complex deals

• Lead Systems & Data Strategy
• Set the vision for CRM and commercial systems to support scale
• Ensure data integrity and deliver actionable insights to inform decision-making
• Elevate reporting from operational metrics to strategic business insights

• Drive Cross-Functional Alignment
• Serve as a key partner across Sales, Finance, Legal, Product, and Customer Success
• Ensure alignment across commercial processes, systems, and objectives

• Build & Lead a High-Performing Organization
• Build, develop, and scale a high-performing Sales Operations and Commercial Excellence team
• Establish a culture of accountability, operational discipline, and continuous improvement

What You Bring

• Required
• 10+ years of experience in Sales Operations, Revenue Operations, or related leadership roles
• Proven track record of building and scaling commercial operations in a growth-stage or enterprise environment
• Deep experience with deal structuring, pricing, and commercial contract governance
• Strong executive presence with the ability to influence senior stakeholders
• Experience leading high-performing teams in complex, fast-paced organizations
• Strong analytical and data-driven decision-making capabilities
• Experience with CRM, ERP, and sales analytics ecosystems

• Preferred
• Experience supporting global sales organizations
• Background in industrial, hardware, or technical B2B environments
• Track record of driving transformation or operational scale in a high-growth company

What Success Looks Like

• A scalable commercial operating model that supports sustained revenue growth
• Improved deal velocity, quality, and consistency across the organization
• Clear, reliable visibility into pipeline, bookings, and RPO
• Strong alignment across Sales, Finance, and Legal
• A high-performing, strategic Sales Operations function that enables the business

Salary & Benefits

The base salary range for this full-time position is $185,000 - $220,000. Your base salary range and title will be determined based on the location, experience, qualification, skills, knowledge, level, and pay of employees in similar positions.

We offer a comprehensive benefit package including:

• Medical, Dental, and Vision insurance
• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
• Life, Short-Term Disability, and Long-Term Disability Insurance
• Paid Time Off and Paid Holidays
• Employee Referral Program
• 401K
• Social events (summer picnic, holiday party, team lunches, etc.)
• On-site Health & Wellness programs (fitness challenges, outdoor bootcamp, flu-shots, etc.)

About Picarro

We are the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. Our solutions are used in a wide variety of applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, ecology, and more. Our software and hardware are designed and manufactured in Santa Clara, California, and are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology and are unparalleled in their precision, ease of use, and reliability.

At Picarro, we are committed to fostering a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, gender identity, sexual orientation, or disability. Posted positions are not open to third-party recruiters/agencies, and unsolicited resume submissions will be considered free referrals.

At Picarro, we strive to ensure that all individuals, regardless of their abilities, have equal opportunities. If you are an individual with a disability and require reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, please contact Picarro, Inc. at View email address on click.appcast.io for assistance.

No agencies please, principals need only to apply.