Director of Commercial Excellence

The Director of Commercial Excellence is a key strategic leader responsible for architecting and scaling best in class commercial systems, tools, and practices to enable growth. In this high-impact role, you will serve as a key strategic partner to the commercial leadership team, driving effectiveness across sales, relationship management, and the broader commercial function. You will lead or support initiatives in go-to-market strategy, sales force effectiveness, performance and productivity analytics, territory design, compensation design, forecasting, and process optimization.

This role is ideal for a self-motivated, analytically-minded leader who thrives in fast-paced, high-growth environments and has a passion for building scalable commercial infrastructure and transforming information into insight and insight into action.

Key Responsibilities:

• Partner with global stakeholders to develop the commercial strategy in alignment with corporate growth objectives and market opportunities.
• Partner with executives in Commercial, Marketing, Finance and Operations to support the operationalization of go-to-market (GTM) strategy.
• Design and assist with implementation if sales coverage models and territory alignment to optimize resource allocation.
• Conduct market segmentation analysis and partner with commercial leadership to inform GTM strategy.
• Develop and execute a commercial dashboard strategy to ensure Sales Directors, Relationship Managers, and Commercial Leadership have ready access to prescriptive and predictive insights.
• Partner with Director, Commercial Data & Analytics to build and implement advanced analytics capabilities to drive insights around new business acquisition, client retention, and share of wallet expansion.
• Partner with SVP, Sales, SVP, Relationship Management, and VP, SME to develop and deploy performance management program.
• Present findings and recommendations regularly to Commercial and Executive leadership and stakeholders.
• Develop and assist with execution of annual quota setting process aligned with Sales Incentive Compensation (SIC) program, in partnership with HR and Commercial Leadership.
• Measure results of quota attainment and report to Commercial Leadership.
• Partner with HR and Commercial Leadership to deliver insights and recommendations on SIC program effectiveness.

The Director of Commercial Excellence will have 10+ years experience with B2B or Technology/Saas products and a strong understanding of sales enablement tools and technologies.