Director, Commercial Tech & Revenue Operations

WCG Clinical, Inc.; Dover (DE); Remote; USD 107,000 - 166,000; Full time

Benefits offered by this job

Salary transparency

Job summary

WCG Clinical, Inc. is seeking a Director of Commercial Process & GTM Technology to shape future-state selling motions and the tech-enabled processes across the lead-to-cash and customer lifecycle.

This role centers Salesforce.com as the core platform and aligns Gong, CLM, and related tools to drive visibility, consistency, and execution. The leader will govern architecture, adoption, and continuous improvement, collaborating with Commercial, Marketing, Finance, Legal, and IT to meet business

Qualifications

• Bachelor’s degree in business, information systems, technology, data, life sciences, or a related field required.
• 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.

Responsibilities

• 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.

Skills

Salesforce.com

Gong

Revenue operations

Go-to-market technology

Contract lifecycle management

Executive communication

Cross-functional collaboration

Data governance

Education

Bachelor’s degree in business, information systems, technology, data, life sciences, or a related field

Tools

Salesforce.com

Gong

Job description

WCG Clinical, Inc. is seeking a Director of Commercial Process & GTM Technology to shape future-state selling motions and the tech-enabled processes across the lead-to-cash and customer lifecycle.

This role centers Salesforce.com as the core platform and aligns Gong, CLM, and related tools to drive visibility, consistency, and execution. The leader will govern architecture, adoption, and continuous improvement, collaborating with Commercial, Marketing, Finance, Legal, and IT to meet business