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Role Overview

The Sr Director, Global Commercial Operations & Enablement is a strategic leader responsible for building a scalable, data-driven commercial engine that accelerates growth across geographies and end-markets. By improving forecast accuracy, increasing win rates and deal size, shortening time to close, and strengthening customer experience, this role turns commercial strategy into measurable performance outcomes.

The role delivers results through three integrated engines: (1) Operating cadence & governance-forecasting and funnel standards, performance rhythms (e.g., QBRs/MBRs), change leadership, and evaluation of shared service functions with financially grounded improvement and/or in-sourcing recommendations; (2) Platforms & data-modernizing the commercial tech stack and data governance (e.g., Salesforce/Oracle, CPQ/quoting, analytics) and deploying automation/AI to remove friction; and (3) Field execution & customer experience-enabling commercial teams with onboarding, training, playbooks and tools, optimizing territories and GTM strategy, aligning incentives, and overseeing the commercial back office to ensure consistent, responsive support.

Key Responsibilities

Strategic Leadership & Commercial Transformation

Lead the transformation of commercial operations into a strategic, data-centric growth engine by establishing the global operating model, governance, and performance cadence (e.g., QBRs/MBRs). Own forecasting and funnel standards to improve forecast accuracy and pipeline quality, drive change adoption across regions and segments, and evaluate shared service functions for improvement and/or in-sourcing opportunities backed by clear financial and operational justification.

Commercial Technology, Data Governance & Automation

Own the commercial tech stack roadmap (e.g., Salesforce/Oracle, CPQ/quoting, analytics, enablement tools) and partner with IT/Digital to prioritize enhancements, manage vendors, and ensure scalable, well-integrated systems. Establish strong data governance and deploy automation (including AI where appropriate) to reduce friction across prospecting, pipeline workflows, quoting, and reporting while improving data quality and usability.

Sales Change Management, Enablement & Readiness

Lead global enablement through onboarding, role-based training, and continuous learning, embedding commercial excellence frameworks (stages, qualification, account planning) supported by performance metrics and coaching routines. Deliver field-ready playbooks and tools that improve value selling and deal progression, and partner with finance, product, and marketing to ensure consistent sales readiness for launches, new product introductions, and pricing changes.

Territory Design & Go-to-Market (GTM) Strategy

Own territory design and optimization to improve coverage, resource allocation, and productivity across segments and geographies, partnering with commercial leadership to execute GTM strategies aligned to business objectives. Use market intelligence and performance insights to identify whitespace opportunities and prioritize growth, and lead communications and change management for territory and coverage model updates to ensure smooth transitions.

Data Analytics, Reporting & Sales Performance

Define global reporting and analytics requirements and maintain dashboards that give leaders visibility into performance (e.g., win rate, attainment, deal velocity, deal size/ASP, and segment trends). Deliver insights and recommendations on conversion drivers, pricing discipline, and productivity, and run performance management routines that drive accountable follow-through.

Sales Compensation & Incentive Governance

Design and manage incentive compensation programs aligned to company goals and commercial strategy, with clear governance for quotas, crediting, exceptions, and plan communications. Use performance data and benchmarking to evaluate effectiveness, recommend adjustments that drive desired behaviors, and ensure competitiveness and compliance.

Customer Experience & Commercial Back Office Operations

Oversee the commercial back office (quoting, order entry, fulfillment coordination, and support centers) to deliver responsive, scalable service across channels and a consistent "single point of contact" customer experience. Standardize lead-to-order workflows, clarify handoffs across sales/service/operations/finance, and manage SLAs, cycle times, and quality metrics to drive continuous improvement in speed, accuracy, and satisfaction.

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.

• 10-15+ years in commercial operations, sales enablement, revenue operations, and/or commercial transformation roles.

• Proven track record leading global teams in matrixed environments and influencing senior stakeholders.

• Expertise in forecasting, funnel management, territory optimization, and sales performance management.

• Strong command of commercial systems and data (e.g., Salesforce and/or Oracle, CPQ/quoting, analytics) and data governance disciplines.

• Demonstrated success building scalable enablement programs (onboarding, training, tools) with measurable impact on productivity and outcomes.

• Experience in life sciences, diagnostics, and/or capital equipment markets preferred.

Key Competencies

• Strategic development and transformation leadership-from design through deployment, adoption, and sustained performance.

• Mastery of global commercial processes and enabling systems/tech stacks (e.g., CRM such as Salesforce/Oracle, CPQ/quoting, analytics, enablement tools) with strong data governance.

• Disciplined, data-driven execution with fluency in forecasting, funnel management, and sales performance metrics.

• Organizational design, change leadership, and program management in complex, matrixed environments.

• Cross-functional stakeholder management and executive presence; ability to influence without authority.

• Commercial acumen and customer-centric mindset; ability to improve deal effectiveness, cycle time, and customer experience outcomes.

• People leadership: building, mentoring, and developing high-performing teams across operations, analytics, and enablement.

Success Measures

• Increased sales productivity and pipeline velocity

• Improved forecast accuracy and data integrity

• Higher win rates and reduced sales cycle times

• Optimized territory coverage and compensation effectiveness

• Measurable improvements in customer satisfaction and retention

• Successful deployment and adoption of AI, automation, and modern tech stack capabilities

Reporting Structure

Reports to: SVP, Global Commercial Sales

Leads: Commercial Operations, Enablement, Analytics, and Customer Care teams

Why This Role Matters

This role is pivotal in transforming how the organization executes commercially integrating strategy, technology, data, and people to create a high-performing, customer-centric, and future-ready commercial engine.

The annual salary range for this role is $240,000 to $280,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

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