Director of Commercial Process & GTM Technology

WCG Clinical, Inc.; United States; À distance; USD 107 000 - 166 000; Plein temps

Résumé du poste

WCG is seeking a Director, Commercial Process & GTM Technology to define and advance the future-state selling motion and the technology-enabled processes that support lead-to-cash and customer lifecycle. The role positions Salesforce.com as the foundational platform within an integrated commercial tech ecosystem.

This leader owns governance, adoption, and end-to-end process improvements across the customer journey, coordinating with Commercial, Marketing, Finance, Legal, Operations, IT, and

Qualifications

• Minimum of 10 years of progressive experience in commercial operations, revenue operations, sales operations, business process transformation, product management, or go-to-market technology.
• 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.
• Proven ability to translate commercial strategy and business needs into clear process designs, platform requirements, priorities, and executable roadmaps.
• Demonstrated success leading cross-functional transformation, influencing senior stakeholders, and driving adoption without relying solely on direct authority.

Responsabilités

• 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.

Connaissances

Salesforce

Gong

Forecasting

Commercial ops

Change management

Formation

Bachelor’s degree

Outils

Salesforce

Gong

Description du poste

WCG is seeking a Director, Commercial Process & GTM Technology to define and advance the future-state selling motion and the technology-enabled processes that support lead-to-cash and customer lifecycle. The role positions Salesforce.com as the foundational platform within an integrated commercial tech ecosystem.

This leader owns governance, adoption, and end-to-end process improvements across the customer journey, coordinating with Commercial, Marketing, Finance, Legal, Operations, IT, and