Director, Commercial Operations

Jobtailor

Redwood City (CA)

On-site

USD 180,000 - 240,000

Full time

14 days+

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Job summary

Jobtailor in Redwood City, CA seeks a senior leader to own strategy and architecture for sales operations, CRM, sales automation, territory design, and analytics.

You will build and lead a high-performing commercial operations team, set goals and KPIs, oversee forecasting, compensation programs, vendor strategy, and cross-functional alignment with Sales, Marketing, and Finance.

Qualifications

Bachelor's degree in Business, Marketing, Operations, or a related field.
MBA preferred.
10+ years of progressive commercial operations or sales operations experience with a Bachelor's degree, or 8+ years with a Master's degree.
At least 4+ years in a people management role.
Experience in life sciences, healthcare, or diagnostics is advantageous.
Experience architecting and scaling commercial systems including CRM platforms and analytics.
Strong forecasting lifecycle knowledge from pipeline to reporting.
Experience designing and governing sales compensation structures.
Vendor strategy, selection, negotiation, and budget management.
Change management for tools, processes, and systems.
Ability to turn data into actionable insights for leadership.

Responsibilities

Own strategy and architecture for sales operations, including CRM systems and analytics.
Build and lead a high-performing commercial operations team and operating model.
Set and govern sales goals, metrics, and KPIs across levels.
Own end-to-end sales forecasting and scenario modeling.
Design and govern sales compensation structures with Finance and HR.
Oversee vendor strategy, selection, contract negotiation, and budgets for tech stack.
Lead change management for new sales tools and processes.
Identify cross-sell/upsell opportunities within existing customers.
Maintain data integrity across CRM and commercial systems.

Skills

Sales Operations Strategy

CRM Systems Management

Sales Forecasting Lifecycle

Change Management Leadership

Commercial Analytics

Vendor Selection

Budget Management

Territory Design

Data Governance

Executive Communication

Project Management

Collaboration

Influencing Skills

Attention to Detail

Education

Bachelor's degree in Business, Marketing, Operations, or related field

MBA

Tools

Salesforce

Sales Analytics Platforms

Commercial Technology Stack

Job description

Own the strategy and architecture for sales operations, including CRM systems, sales automation, territory design, and performance analytics
Build and lead a high-performing commercial operations team and establish its long-term operating model
Establish and govern sales goals, metrics, and KPIs across individual, team, and organizational levels
Own end-to-end sales forecasting, including pipeline analysis, forecast preparation, scenario modeling, and performance reporting
Design and govern sales compensation structures and incentive programs with Finance and HR
Own vendor strategy, selection, contract negotiation, and budget management for the commercial technology stack
Lead change management for new sales tools, processes, and systems
Identify and operationalize cross-sell and upsell opportunities within the existing customer base
Own data integrity across CRM and commercial systems, including governance standards and escalation paths
Build and oversee sales training and enablement programs
Coordinate commercial initiatives across Sales, Marketing, and Finance
Translate data into strategic insight and identify organizational performance improvements
Partner with Finance to monitor targets, flag variances, recommend course corrections, and support planning cycles
Own market intelligence and competitive analysis to inform go-to-market strategy
Report to the Chief Commercial Officer

Requirements

Bachelor's degree in Business, Marketing, Operations, or a related field
MBA preferred
10+ years of progressive commercial operations or sales operations experience with a Bachelor's degree, or 8+ years with a Master's degree
At least 4+ years in a people management role
Experience ideally within life sciences, healthcare, or diagnostics
Experience architecting and scaling commercial systems and infrastructure, including CRM platforms, sales automation, territory design, and performance analytics
Command of the full sales forecasting lifecycle, including pipeline analysis, forecast modeling, scenario planning, and performance reporting
Experience designing, implementing, and governing sales compensation structures and incentive programs
Experience with vendor strategy, selection, negotiation, and budget management for commercial technology
Experience leading change management for tools, processes, and systems
Strong commercial and analytical abilities, including turning complex data into actionable insights
Experience building alignment across Sales, Marketing, and Finance leadership
Deep fluency in CRM systems (Salesforce or equivalent), sales analytics platforms, and data governance standards
Track record of delivering results under ambiguity
Written, verbal, presentation, and executive communication skills, including presenting to senior leadership and board-level audiences
Excellent organizational and project management skills
Ability to influence and collaborate across teams
Ability to thrive in a fast-paced, dynamic environment
High level of professionalism, integrity, and commitment to achieving results
Passion for supporting Commercial teams and driving operational success
Meticulous attention to detail and ability to manage competing priorities

Core Competencies

Demonstrates expertise in sales operations strategy, architecture, and performance analytics, with a strong focus on CRM systems and commercial technology management. Proven ability to lead teams, drive change management, and translate data into actionable insights for organizational improvement.

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