Senior Manager, Commercial Capabilities

Role Description

The Senior Manager, Commercial Capabilities is a hands-on leader responsible for managing and optimizing the tools and platforms that support the US Commercial organization. This role is focused on CRM administration and roadmap ownership for Commercial technology improvements.

• Support and contribute to the Commercial Systems roadmap, encompassing CRM (Salesforce) and other technology systems and tools.
• Partner with Commercial Strategy, Revenue Management, Sales Leadership, and other cross-functional teams to translate business needs into practical technology solutions.
• Assist in build vs. buy evaluations for new tool investments, summarizing trade-offs for leadership review.
• Ensure platforms are well-documented, integrated, and maintained for long-term sustainability.
• Manage ongoing development, configuration, and optimization of the Salesforce platform to support field sales effectiveness and optimization of Commercial effectiveness.
• Lead requirements gathering, solution design, user story development, and UAT for Salesforce workstreams.
• Own release management, platform documentation, and end-user training to ensure adoption and data integrity.
• Partner with the JLI IT team to ensure sound integrations between Salesforce and adjacent platforms including ERP, data warehouses, and third-party analytics tools.
• Support the design and delivery of custom-built internal tools where Commercial needs exceed off-the-shelf capabilities.
• Define technical requirements and coordinate with development teams or vendors to execute software builds.
• Help establish engineering standards, QA processes, and release cadences for internally developed tools.
• Ensure custom solutions integrate with the broader commercial systems ecosystem.
• Develop and maintain the AI roadmap for the Commercial function, identifying high-value use cases.
• Partner with IT, Data, and external vendors to evaluate AI solutions; lead pilots and define the criteria for scale.
• Champion responsible adoption — building field confidence, managing change, measuring impact, and iterating based on user feedback.
• Partner with Commercial teams and functional partners to identify systems needs and maintain alignment on priorities.
• Translate technical concepts into clear business language for management audiences; translate business requirements into technical specifications for development teams.
• Collaborate with PMO and Commercial Planning functions to align systems delivery with commercial initiatives.
• Lead and develop a small team of Salesforce administrators and systems analysts.
• Coordinate with external development vendors, system integrators, and technology partners.
• Track platform budgets, project milestones, and delivery progress across active workstreams.
• Perform related duties as assigned, within your scope of practice.

Qualifications

• 8+ years of experience in sales operations, revenue operations, commercial strategy, or management consulting with a strong technology component.
• Strong process design skills — ability to map and operationalize commercial workflows across organizations.
• Proven ability to define requirements for and oversee delivery of systems projects.
• Experience coordinating with technical development teams or vendors against a defined roadmap.
• Solid fluency with enterprise platforms (CRM, ERP, BI/analytics) and ability to support technology evaluation decisions.
• 8+ years of experience in software engineering, commercial systems development, or enterprise technology.
• Demonstrated experience building or supporting full-stack or enterprise applications in a commercial context.
• Familiarity with Salesforce and the ability to contribute to platform-level design decisions.
• Exposure to ERP systems (SAP, Oracle, NetSuite) and cross-platform integrations.
• Working knowledge of API design, data modeling, and systems integration patterns.
• Senior Manager-level stakeholder management, including regular engagement with Director/VP-level commercial leaders.
• Salesforce certification strongly preferred.
• Demonstrated ability to manage concurrent technology projects on time and within budget.
• Strong verbal, written, and presentation skills with attention to detail.
• Comfort navigating ambiguity and building structure in a fast-moving commercial environment.

Education

• Bachelor's degree required; Computer Science, Engineering, Information Systems, or Business preferred.
• MBA or advanced degree a plus, not required.

Benefits

• A place to grow your career. We’ll help you set big goals - and exceed them.
• Work with talented, committed and supportive teammates.
• Equity and performance bonuses. Every employee is a stakeholder in our success.
• Cell phone subsidy, commuter benefits and discounts on JUUL products.
• Excellent medical, dental and vision, disability, and life insurance, plus family support, wellness, legal, and employee assistance program benefits.
• 401(k) plan with company matching.
• Plus biannual discretionary performance bonuses.