Senior Commercial Operations Analyst

Diligent; Washington (District of Columbia); Hybrid; USD 104,000 - 124,000; Full time

Benefits offered by this job

Flexible work environment

Health benefits

Generous time off policy

Job summary

Diligent, a leader in governance, risk and compliance SaaS, seeks a Senior Commercial Operations Analyst in Washington, DC area to translate strategy into scalable territory routing, coverage, and reporting. You will partner across Sales, Finance, Customer Success and GTM Systems to optimize data flows across Salesforce, Fullcast and related platforms.

The role requires 5+ years in GTM functions, strong analytics, and hands-on experience with territory management and Salesforce reporting.

Qualifications

• 5+ years in a GTM function (Sales Ops, Revenue Ops, Commercial Ops, Marketing Ops, or Sales Strategy).
• Hands-on territory management, coverage and planning processes.
• Advanced Salesforce reporting and dashboards.
• Strong Excel/Google Sheets skills.
• Ability to translate large datasets into actionable insights.
• Knowledge of core commercial metrics (pipeline, bookings, productivity, capacity).

Responsibilities

• Own territory and coverage processes including Fullcast and account assignments.
• Model scenarios and evaluate coverage changes for territory planning.
• Improve territory management processes and supporting technology.
• Analyze sales performance, pipeline, productivity, coverage, conversions and other metrics.
• Build models translating complex commercial data into actionable recommendations for leadership.
• Develop Salesforce dashboards and reporting for visibility into performance.
• Investigate data issues across Salesforce, Fullcast, and GTM data environment.
• Collaborate with GTM Systems to translate requirements into scalable solutions.
• Identify opportunities to automate recurring Commercial Operations processes using data and AI.

Skills

Territory management

Salesforce reporting

Analytical modeling

GTM operations

Data analysis

Tools

Fullcast

LeanData

SQL

Snowflake

BI tools

Job description

Position Overview

We are seeking a highly analytical, hands on Senior Commercial Operations Analyst to join the GTM Operations team. This role will serve as a key execution and analytical partner within Commercial Operations, helping translate commercial strategy into scalable territory, routing, coverage, reporting, and operational processes.

The ideal candidate combines strong analytical and modeling capabilities with hands on experience working across GTM systems and data. This individual will play a key role in territory and routing operations, including hands on management of Fullcast, while partnering closely with GTM Systems and Data teams to improve how data flows across Salesforce, Fullcast, and the broader GTM technology environment.

This role is well suited for someone who enjoys solving complex business problems, digging into the underlying data, and then operationalizing the solution. Success will require the ability to move between analysis, data, systems, and execution while partnering closely with Commercial Operations, GTM Systems, Sales, Customer Success, Finance, and other cross functional teams.

This role follows a hybrid working model, with an expectation of 50% office attendance. Remote working arrangements may be considered on a case-by-case basis. Applicants must be based in the United States and able to work East Coast hours.

Regrettably we are unable to provide visa sponsorship, so you must be eligible to work in the US.

Key Responsibilities

Territory & Commercial Operations

• Own the execution of territory and coverage processes, including hands on management of Fullcast, account assignments, territory changes, and ongoing maintenance
• Support annual and in year territory planning through scenario modeling, account segmentation, capacity analysis, and evaluation of proposed coverage changes
• Continuously improve territory management processes, controls, and supporting technology as the business evolves

Analytics & Decision Support

• Analyze sales performance, pipeline, productivity, coverage, conversion, and other commercial metrics to identify trends, risks, and opportunities
• Build models and analyses that translate complex commercial data into actionable recommendations for Commercial and Sales leadership
• Partner with Finance and Commercial Operations on forecasting, planning, and other strategic analyses

Reporting & Operational Execution

• Build and maintain Salesforce dashboards and reporting that provide clear visibility into commercial performance and key business metrics
• Investigate and resolve complex operational and data issues across Salesforce, Fullcast, and the broader GTM data environment
• Partner with GTM Systems to translate business requirements into scalable solutions while maintaining ownership of the underlying commercial process

Process Improvement & Scale

• Identify opportunities to simplify, standardize, and automate recurring Commercial Operations processes, leveraging data, technology, and AI to improve efficiency and scale

These are the essentials you’ll need to get an interview:

• 5+ years of experience in a GTM (Go-to-Market) function, with a background in one or more of the following: Sales Operations, Revenue Operations, Commercial Operations, Marketing Operations, or Sales Strategy & Planning
• Strong hands-on experience with territory management, sales coverage and sales planning processes
• Advanced Salesforce reporting and dashboard capabilities, with the ability to investigate complex account, opportunity, ownership, routing, and data issues
• Strong analytical and modeling skills, including advanced Excel or Google Sheets capabilities
• Demonstrated ability to translate large and complex datasets into actionable business insights and operational requirements
• Strong understanding of core commercial metrics, including pipeline, conversion, bookings, sales productivity, capacity, coverage, retention, and expansion

Behavioral Skills:

• Ability to move comfortably between strategic business questions and detailed, hands‑on operational execution
• Strong problem‑solving skills with demonstrated ability to independently investigate ambiguous problems and drive them through resolution
• Clear communication skills, sound business judgment, and a strong sense of ownership and accountability

It would be great if you had these to, but we’ll support you if you don’t:

• Experience with Fullcast, LeanData, or comparable territory management and routing platforms strongly preferred
• Experience partnering with Data and Analytics teams to operationalize data across systems, including defining business requirements, identifying required fields and metrics, and validating data for downstream use
• Working knowledge of SQL, Snowflake, BI tools, or similar data environments is strongly preferred
• Experience partnering cross-functionally with Sales, Finance, Customer Success, Data, and GTM Systems teams
• Experience working in either a GRC (Governance, Risk and Compliance) or B2B SaaS environment

U.S pay range

$104,100—$124,100 USD

About Us

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C‑Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.

At Diligent, we're building the future with people who think boldly and move fast. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.

Learn more at diligent.com or follow us on LinkedIn and Facebook

What Diligent Offers You

• Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
• We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
• We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
• Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.

Diligent created the modern governance movement. Our world‑changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability –to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.

Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in‑person engagement helps drive innovation, teamwork, and a strong sense of community.

Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and US EEOC’s Know Your Rights. We are a drug free workplace.

We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [e-mail].

To support a fair and consistent hiring process, we use AI and digital automated tools to assist our recruitment team in organizing candidate data, surfacing relevant applications, coordinating interview scheduling and summarizing interview notes. All final screening, evaluation, and hiring decisions are made by humans on our team. To learn more about how we collect, protect, and process your information, please review our Candidate Privacy Policy.

At Diligent, we recognize the value of a diverse global workforce. Visa sponsorship may be available for select positions based on business needs and specific role requirements. Sponsorship decisions are evaluated on a case-by-case basis, and eligibility should not be assumed for all opportunities.