Commercial Manager, D2C - Change & Go-To-Market

Sony Playstation; San Mateo (CA); On-site; USD 131,000 - 197,000; Full time

Benefits offered by this job

Benefits package

Employee discounts

Bonus eligibility

Job summary

Sony Interactive Entertainment (PlayStation) seeks Change & GTM Commercial Manager to shape and deliver strategic e-commerce initiatives at global scale. You will turn customer and market insights into commercial strategies and own the end-to-end go-to-market lifecycle—from opportunity sizing through launch, adoption, retention, and optimization.

Collaborating with Product, Engineering, Merchandising, Marketing, Analytics, Data Science, Finance, Legal and Operations, you will drive measurable

Qualifications

• 5+ years in management consulting, commercial strategy, e-commerce, digital commerce, growth, product, or GTM
• Commercial modelling: sizing, forecasting, scenario analysis, business-case development
• Hands-on analytics: SQL/Tableau/BI tools, KPI modelling, segmentation, funnel diagnostics
• Structured, hypothesis-driven problem-solving to clarify complexity and make practical recommendations
• Experience with experimentation and optimisation (A/B testing) to improve journeys and performance
• E‑commerce and customer lifecycle understanding: storefronts, offers, conversions, retention
• Ability to translate insights into clear choices, roadmaps, and measurable outcomes
• Strong cross-functional leadership to influence product and business decisions
• Experience leading business readiness and change for new digital capabilities
• Product management or agile delivery experience is a plus

Responsibilities

• Shape e-commerce and GTM strategy; define customer problems, size opportunities, identify priority segments, shape value proposition and roadmap
• Drive analytical decision-making; analyze journeys, funnels, and trading performance to identify opportunities and gaps
• Build commercial cases and KPI frameworks; forecast traffic, acquisition, conversion, basket value, repeat purchases, and LTV
• Embed experimentation and personalization; design A/B tests and apply segmentation and predictive insights
• Own the full GTM lifecycle; connect strategy to launch planning, activation, and adoption
• Create performance visibility; build dashboards and decision-ready reporting
• Lead cross-functional orchestration and change; align teams and influence stakeholders
• Build scalable e-commerce playbooks; codify segmentation, launches, optimization, and handover

Skills

Management consulting

Commercial strategy

E-commerce

GTM strategy

Growth analytics

AI analytics

Hypothesis-driven

Cross-functional leadership

Change management

Strategy execution

Tools

SQL

Tableau

Excel

Job description

Why Sony Interactive Entertainment?

Sony Interactive Entertainment isn’t just the Best Place to Play — it’s also the Best Place to Work. Sony Interactive Entertainment (SIE) is the company behind the PlayStation brand. As a subsidiary of Sony Group Corporation, we’re part of a proud legacy of innovation and excellence. SIE is a dynamic technology company, delivering cutting‑edge hardware and network services to more than 100 million people and an entertainment leader, home to some of the most beloved and recognizable intellectual properties (IP) in the world. Our role at SIE is to create and nurture the experiences under the PlayStation brand, a name synonymous with entertainment excellence and creativity.

Role overview:

Sony Interactive Entertainment (PlayStation) is seeking a Change & GTM Commercial Manager to shape and deliver strategic e‑commerce initiatives at global scale. This role goes beyond project delivery: you will turn customer, market, and trading insights into clear commercial strategies and own the end-to-end go-to-market lifecycle—from opportunity sizing and value proposition through launch, adoption, retention, and continuous optimization. You will help improve how players discover, evaluate, purchase, and engage with PlayStation products and services across the Direct to Consumer (D2C) business. You will partner with Product, Engineering, Merchandising, Marketing, Analytics, Data Science, Finance, Legal, and Operations to deliver measurable customer and commercial value.

This role requires a commercially minded, data‑savvy operator who can frame ambiguous problems, work hands‑on with data, influence strategic choices, and translate insight into execution with pace and agility.

What you’ll be doing:

• Shape e-commerce and GTM strategy —define the customer problem, size the opportunity, identify priority segments, and shape the value proposition, market sequencing, channel approach, and commercial roadmap.
• Drive analytical decision‑making —analyse customer journeys, growth funnels, trading performance, and behavioural data to identify opportunities, diagnose performance gaps, and recommend clear actions.
• Build commercial cases and KPI frameworks —forecast and monitor outcomes including traffic, acquisition, conversion, basket size and average order value, purchase frequency, repeat purchase, LTV, and incremental revenue; use the evidence to guide investment and prioritisation choices.
• Embed experimentation and personalization —partner with Product, Marketing, Analytics, and Data Science to design A/B tests, apply segmentation and predictive insights, and improve customer relevance and conversion.
• Own the full GTM lifecycle —connect commercial strategy to launch planning, customer activation, market readiness, adoption, retention, learning, and continuous optimisation.
• Create performance visibility —build dashboards, decision‑ready reporting, and review rhythms that turn data into recommendations, owners, and measurable performance improvements.
• Lead cross‑functional orchestration and change —align global teams around customer outcomes, commercial goals, decisions, risks, dependencies, and business readiness; influence stakeholders through clear analysis and compelling narratives.
• Build scalable e‑commerce playbooks —codify repeatable approaches for segmentation, proposition development, launch, experimentation, adoption, optimisation, and transfer into business‑as‑usual ownership.

What we’re looking for:

• Minimum 5 years of experience in management consulting, commercial strategy, e‑commerce, digital commerce, growth, product, or GTM. Consultancy experience supporting transactional e‑commerce, digital storefronts, D2C, technology, games, or entertainment is strongly preferred.
• Commercial modelling experience including opportunity sizing, forecasting, scenario analysis, business‑case development, and assessing incremental revenue and customer value.
• Strong hands‑on analytical capability including working with SQL, Tableau or similar BI tools, spreadsheets, KPI modelling, segmentation, funnel diagnostics, and AI‑enabled analytical tools to generate actionable insights.
• Structured, hypothesis‑driven problem‑solving with the ability to bring clarity to complexity, test assumptions, and make practical recommendations from incomplete information.
• Experience with experimentation and optimisation including A/B testing, test design, measurement, and using results to improve customer journeys and commercial performance.
• Strong e‑commerce and customer‑lifecycle understanding including digital storefronts, merchandising, offers and promotions, acquisition, conversion, checkout, basket value, repeat purchase, and personalised customer experiences.
• Proven ability to connect strategy to execution translating insight into clear choices, roadmaps, operating plans, and measurable outcomes.
• Strong cross‑functional leadership with the communication, facilitation, and stakeholder‑management skills to influence product and business decisions at all levels.
• Experience leading business readiness and change for new digital capabilities, customer propositions, or commercial operating models.
• Product management or agile delivery experience is a plus.

What we value:

• Pace and agility to react and adjust to changing customer and business needs.
• Passion for delivering measurable business and customer value.
• Curiosity to explore data, challenge assumptions, and translate insight into action.
• Commercial judgment to balance customer value, business impact, pace, and practical constraints.
• A growth mindset and commitment to experimentation and continuous improvement.
• Respect for diverse perspectives, backgrounds, and experiences.
• Commitment to collaboration, transparency, and accountability.
• A strong voice for the customer and the market.

At SIE, we consider several factors when setting each role’s base pay range, including the competitive benchmarking data for the market and geographic location.

Please note that the base pay range may vary in line with our hybrid working policy and individual base pay will be determined based on job‑related factors which may include knowledge, skills, experience, and location.

In addition, this role is eligible for SIE’s top‑tier benefits package that includes medical, dental, vision, matching 401(k), paid time off, wellness program and coveted employee discounts for Sony products. This role also may be eligible for a bonus package. Click here to learn more.

The estimated base pay range for this role is listed below.

$131,400 — $197,200 USD

Please note, Sony Interactive Entertainment conducts background checks at the offer stage for all new employees (which may include criminal background checks for some roles) and will need to process personal information to support these checks.

Please refer to our Candidate Privacy Notice for more information about what personal information we collect, how we use it, who we share it with, and your data protection rights.

Equal Opportunity Statement:

Sony is an Equal Opportunity Employer. All persons will receive consideration for employment without regard to gender (including gender identity, gender expression and gender reassignment), race (including colour, nationality, ethnic or national origin), religion or belief, marital or civil partnership status, disability, age, sexual orientation, pregnancy, maternity or parental status, trade union membership or membership in any other legally protected category.

We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond.

Sony Interactive Entertainment is a Fair Chance employer and qualified applicants with arrest and conviction records will be considered for employment.