Director, Commercial Process and GTM Technology
WCG Clinical
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Benefits offered by this job
Job summary
WCG is seeking a Director, Commercial Process & GTM Technology to lead the future-state selling motion and the tech-enabled processes that support the complete lead-to-cash and customer lifecycle.
The role owns Salesforce.com strategy, governance, and adoption, and collaborates with Commercial, Marketing, Finance, Legal, IT to connect engagement, forecasting, contracting, and handoffs.
Qualifications
- Minimum of 10 years in commercial or revenue operations and related fields.
- Experience defining end-to-end lead-to-cash processes in a complex org.
- Deep Salesforce.com knowledge including governance and adoption.
- Experience using Gong for revenue intelligence and forecasting.
- Experience collaborating with Legal on contract lifecycle processes.
- Ability to design an integrated commercial operating model across process, data, and tech.
- Strong analytical, communication, and stakeholder-management skills.
- Healthcare/life sciences or clinical research exposure is a plus.
- Detail-oriented with ability to manage multiple priorities.
Responsibilities
- Develop and maintain the future-state vision and multi-year roadmap for selling motion and commercial tech.
- Position Salesforce.com as the foundational platform across the customer lifecycle.
- Own Salesforce product strategy, governance, data standards, and adoption.
- Design scalable commercial processes for opportunity management, forecasting, and contracting.
- Define the integrated operating model using Gong and other tools.
- Advance opportunity management with Gong and Salesforce alignment.
- Collaborate with Legal and Finance to strengthen forecasting and CLM.
- Identify and resolve data, integration, and workflow gaps across the ecosystem.
Skills
Education
Tools
Job description
WCG delivers transformational solutions that accelerate clinical research and advance human health. We serve the experts, innovators, and pathfinders on the frontlines of science and medicine—empowering them to develop breakthrough therapies while ensuring the risks of progress never outweigh the value of human life. Together, we stimulate growth, maximize efficiency, and shape the future of clinical trials.
At WCG, we invest in our people because you are the driving force behind our mission. When you grow, our impact grows. When you thrive, research accelerates. We empower you to build a meaningful career while advancing the work that improves lives.
Comprehensive health and financial protection — Medical, dental, vision, life and disability insurance, 401(k) with company match, and flexible spending accounts
Resources that support your whole life — Employee assistance programs and work/life balance tools
Investment in your growth — Referral bonuses, tuition reimbursement, on-the-job training, certification assistance, and continuing education support
Time to recharge — Paid holidays, vacation, and sick time
Pathways forward — Career development opportunities across One WCG
We practice transparency in everything we do, including compensation. The salary range for this position reflects our commitment to fair, competitive pay based on your qualifications, experience, skills, education, and location. Together, we’ll find the right fit for your expertise and our shared mission.
The Director, Commercial Process & GTM Technology is responsible for defining and advancing WCG’s future-state selling motion and the technology-enabled processes that support the complete lead-to-cash and customer relationship lifecycle. The role positions Salesforce.com not simply as a customer relationship management system or source of truth for sales activity, but as the foundational platform within an integrated commercial technology ecosystem.
This leader owns the vision, governance, roadmap, adoption, and continuous improvement of Salesforce.com while working across Commercial, Marketing, Finance, Legal, Operations, Information Technology, and other stakeholders to connect customer engagement, opportunity management, forecasting, contracting, and downstream commercial processes. The role will establish an end-to-end operating model that uses Salesforce.com, Gong, WCG’s contract lifecycle management solution, and other go-to-market technologies to improve visibility, consistency, user experience, decision-making, and execution across the customer journey.
To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The accountabilities listed below are representative of the knowledge, skills, and/or ability required.
Develop and maintain the future-state vision, strategy, and multi-year roadmap for WCG’s selling motion, commercial processes, and go-to-market technology ecosystem.
Position Salesforce.com as the foundational commercial platform within the end-to-end lead-to-cash and customer relationship lifecycle, connecting business processes and information across customer engagement, opportunity management, forecasting, contracting, and post-sale handoffs.
Own Salesforce.com product strategy, platform governance, system roadmap, release priorities, data standards, user experience, adoption, and ongoing optimization for the Commercial organization.
Lead the design, standardization, documentation, and continuous improvement of scalable commercial processes that support how WCG identifies, engages, develops, forecasts, contracts, wins, and transitions customer opportunities.
Define the integrated operating model for customer engagement using Gong and other relevant tools, including expectations for capturing customer interactions, insights, risks, commitments, and next actions.
Advance opportunity management by aligning Salesforce.com and Gong workflows, data, and user practices to create consistent visibility into opportunity health, progression, stakeholder engagement, and required actions.
Partner with Commercial and Finance leadership to strengthen forecasting processes and fully leverage Gong forecasting capabilities, supported by clear definitions, governance, cadence, and accountability.
Collaborate with WCG’s Legal team to fully leverage the contract lifecycle management solution and improve visibility, workflow alignment, status transparency, and data continuity from opportunity development through contracting.
Identify and resolve process, data, integration, and workflow gaps across the commercial technology ecosystem, with a focus on reducing manual work, duplicate entry, disconnected handoffs, and inconsistent user practices.
Establish governance forums and decision rights for commercial process and technology priorities, coordinating requirements and tradeoffs across Commercial, Marketing, Finance, Legal, Operations, and Information Technology.
Translate business strategy and user needs into process designs, platform requirements, implementation priorities, acceptance criteria, and measurable outcomes.
Develop and monitor adoption, data quality, process compliance, pipeline, forecasting, cycle-time, and user-experience measures to identify trends and improvement opportunities.
Lead change management, stakeholder communication, training strategy, and reinforcement activities required to embed new commercial processes and technology capabilities.
Maintain a disciplined intake and prioritization process for enhancements, defects, integrations, reporting needs, and new capabilities, balancing strategic value, business risk, user impact, and delivery capacity.
Partner with technology teams and external providers to ensure solutions are scalable, secure, supportable, and aligned with enterprise architecture and data governance expectations.
Serve as a strategic advisor to Commercial leadership on selling-process design, commercial technology capabilities, and opportunities to improve effectiveness across the customer lifecycle.
Lead by example, fostering a culture of accountability, collaboration, innovation, customer focus, and continuous improvement.
Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.
- Bachelor’s degree in business, information systems, technology, data, life sciences, or a related field required; advanced degree preferred.
- Salesforce certification preferred; relevant product management, process improvement, change management, or commercial operations certification is a plus.
Minimum of 10 years of progressive experience in commercial operations, revenue operations, sales operations, business process transformation, product management, or go-to-market technology.
Demonstrated experience defining and implementing end-to-end lead-to-cash, opportunity-to-contract, or customer lifecycle processes in a complex, matrixed organization.
Deep functional knowledge of Salesforce.com, including platform governance, roadmap management, data quality, adoption, reporting, integrations, and workflow design.
Experience using Gong or a comparable revenue intelligence platform for customer engagement, opportunity management, and forecasting.
Experience partnering with Legal and business stakeholders on contract lifecycle management processes and technology.
Ability to think beyond individual systems and design an integrated commercial operating model across process, data, technology, governance, and user behavior.
Proven ability to translate commercial strategy and business needs into clear process designs, platform requirements, priorities, and executable roadmaps.
Strong analytical and problem-solving skills, with the ability to use data and business insights to evaluate performance, diagnose root causes, and guide decisions.
Demonstrated success leading cross-functional transformation, influencing senior stakeholders, and driving adoption without relying solely on direct authority.
Excellent written, verbal, facilitation, and executive communication skills, with the ability to make complex process and technology concepts clear to varied audiences.
Experience in clinical research, life sciences, healthcare services, or another complex business-to-business services environment preferred.
High attention to detail with the ability to manage multiple priorities, dependencies, and deadlines in a dynamic environment.
Overall responsibility of management including direction, coordination, performance, and evaluation of the assigned team and staff. Responsibilities include training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
0% to 10%
USD $106,830.00 – USD $166,000.00 /Yr.
WCG is proud to be an equal opportunity employer. Qualified applicants will receive consideration for employment based on merit and without regard to race, color, national origin or ancestry, religion or creed, sex, sexual orientation, gender expression, gender identity, age, marital status, pregnancy, family or parental status, disability, genetic information, citizenship, veteran status, or any other legally recognized basis or status protected by federal, state, or local law. WCG complies with the Vietnam Era Veterans’ Readjustment Act and Section 503 of the Rehabilitation Act. We promote a “One WCG” culture where all are welcome, respected, valued, and empowered to make a difference every day to advance clinical research.
US-Remote
2187
Regular Full Time
Remote
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