Senior Commercial Operations Manager

Diligent; New York (NY); Hybrid; USD 130,000 - 180,000; Full time

Benefits offered by this job

Medical, dental and vision coverage

401(k) with company match

Flexible work environment

Job summary

Diligent, a leader in AI-driven GRC SaaS, seeks a Senior Commercial Operations Manager to optimize territory strategy and data-driven decision support. You’ll partner across Sales, Finance, and GTM Systems to translate strategy into scalable processes, dashboards, and actionable insights.

The role requires strong analytics, hands-on experience with Salesforce and GTM platforms, and a collaborative, cross-functional mindset, with hybrid work and East Coast-hours in mind.

Qualifications

• 5+ years in a GTM function (Sales Ops, Revenue Ops, Commercial Ops, Marketing Ops or related).
• Hands-on experience with territory management and sales coverage/planning processes.
• Advanced Salesforce reporting and dashboards; ability to investigate complex data issues.
• Strong analytical and modeling skills; proficient with Excel or Google Sheets.
• Ability to translate large datasets into actionable business insights and operational requirements.
• Understanding of core commercial metrics (pipeline, bookings, productivity, coverage, retention, expansion).

Responsibilities

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

Skills

Territory management

Sales analytics

Forecasting

Excel/Sheets

GTM systems

Tools

Salesforce

Fullcast

LeanData

SQL

Job description

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.

A Day in the Life

We are seeking a highly analytical, hands on Senior Commercial Operations Manager 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

What Diligent Offers You

Pay Range

Incentive Compensation

Offers will be negotiated based on each candidate's qualifications.

This role is eligible to participate in our annual incentive plan. Incentives are earned based on employee performance against defined metrics and company goals.

Benefits

• Full-time roles are eligible for our comprehensive benefits program which includes medical, dental and vision coverage.
• You may also contribute to our 401(k) plan that includes a company match.

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. (among others) 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.