Director, Commercial Technology Strategy and Deployment

Director Of Commercial Technology Strategy And Deployment

The Director of Commercial Technology Strategy and Deployment serves as the critical bridge between the commercial business and the technology teams that support it. This leader sits at the intersection of sales strategy and platform execution — fluent in the language of both revenue operations and enterprise technology, and trusted by both sides to translate needs, drive alignment, and deliver solutions that move the business forward. This role leads the strategy for the commercial technology ecosystem across the organization — Salesforce CRM, BI & Analytics, and supporting tools — with a mandate to build a scalable, well-governed foundation that enables sales teams to operate at their best.

Key Responsibilities:

• Business Process Optimization
• Assess existing commercial processes across operating units to identify gaps, redundancies, and opportunities for standardization
• Establish new or improved workflows that can be effectively operationalized within Salesforce and downstream reporting environments
• Ensure that platform capabilities are matched to how the business actually works — and that the business is equipped to take full advantage of what the platform can do
• Partner with commercial stakeholders to document, validate, and continuously improve the processes that underpin pipeline management, account planning, forecasting, and performance tracking
• Serve as the process authority that grounds technology decisions in operational reality rather than technical preference
• Platform Ownership & Strategy
• Own the commercial technology roadmap for Salesforce(CRM), Tableau(BI & Analytics), and the broader commercial tool stack across all operating units
• Define business requirements and functional priorities that IT translates into platform design, configuration, and development
• Balance near-term business needs with long-term platform scalability, ensuring foundational decisions support future growth
• Evaluate and rationalize the tool portfolio, eliminating redundancy and ensuring each investment is tied to measurable business outcomes
• Manage vendor relationships with accountability for value delivered, not just contract compliance
• Salesforce CRM
• Own the functional vision for Salesforce as the system of record for all commercial activity — defining how the platform should reflect the business goals around driving growth, creating consistency and scalability in operational processes and improving how performance is tracked
• Translate commercial requirements into clear, actionable specifications that IT and platform teams execute against
• Champion the sales rep and sales leader experience — ensuring the platform reduces friction, surfaces relevant information, and supports the full commercial motion to drive market visibility, sales growth and service penetration.
• Own broader commercial data quality as critical business assets, partnering with IT to enforce governance standards that protect data reliability and drive informed decision-making
• Enhance sales experience through meaningful integrations of tools across the commercial technology stack, creating a more seamless sales process, optimizing utilization of resources available to the sales team, and improving sales effectiveness in the field.
• Data Integrity & Governance
• Own the strategy and execution of commercial data governance, ensuring that core datasets — particularly installed base, account, contact, party relationship and pipeline data — are accurate, complete, and trusted across the organization
• Establish and enforce data standards, definitions, and governance processes that ensure consistency of commercial data across Salesforce, ERP systems, and downstream reporting environments
• Partner with Sales, Service, Finance, and IT to define clear ownership and accountability for data quality, including stewardship models, validation rules, and ongoing monitoring mechanisms
• Drive continuous improvement of data accuracy to support critical business outcomes, including account planning, whitespace identification, service penetration strategies, and lifecycle asset management
• Implement processes and controls to proactively identify and remediate data gaps, duplication, and misalignment across systems, ensuring data integrity is not reactive but systematically managed
• Ensure that installed base and asset data structures are designed to support scalable reporting, segmentation, and advanced analytics — enabling more precise sales strategies and territory planning
• Champion a culture of data accountability within the commercial organization, reinforcing that high-quality data is a foundational asset for driving growth, productivity, and customer insight
• BI & Analytics
• Define the KPI framework and reporting requirements that matter to the commercial organization, ensuring metrics are consistent, trusted, and accessible at the right levels
• Partner with IT and data teams to ensure commercial reporting needs are clearly understood and reliably delivered
• Enable executive dashboards and visibility into business performance across operating units, establishing key performance indicators aimed to measure and enhance sales productivity.
• Drive a shift toward proactive, insight-driven decision making by ensuring the right information reaches the right people
• Team & Stakeholder Leadership
• Manage team resources to support commercial technology initiatives and business priorities
• Operate as a trusted strategic partner to sales leadership, operating unit heads, and IT — credible on both the business and technology sides of the organization
• Partner with cross functional leaders across Finance, Sales Operations, Sales, Marketing and IT to ensure alignment and collaborative execution of strategic roadmap.
• Communicate platform strategy, roadmap progress, and tradeoffs clearly to executive stakeholders, translating technical complexity into business impact

Qualifications:

• 12+ years in commercial operations, sales operations, or revenue operations with demonstrated accountability for business outcomes
• Strong working knowledge of Salesforce as a commercial platform — including how it supports pipeline management, forecasting, account management, and sales performance — with the ability to define requirements and evaluate solutions
• Proven ability to assess, document, and improve commercial business processes with a view toward scalable operationalization
• Track record of delivering in a multi-segment or multi-business-unit environment with complex stakeholder dynamics
• Strong analytical mindset with the ability to define, measure, and communicate commercial KPIs
• Ability to operate fluidly between business and technology stakeholders — equally comfortable in a sales strategy conversation and a platform requirements discussion

Preferred

• Familiarity with BI and analytics platforms used in commercial settings (CRMA/Tableau CRM, Tableau, Power BI, Looker, or similar) at a functional, business-user level
• Experience working in a matrixed environment where business and IT teams share accountability for platform outcomes
• Background supporting organizations with differentiated go-to-market models across business units
• Experience in a growth or transformation environment where commercial operations infrastructure was established from the ground up
• Salesforce certification a plus, not a requirement