Senior Director Commercial Strategy

The Role

The Senior Director of Commercial Strategy is an enterprise leadership role responsible for centralizing and driving key commercial strategy functions across a complex, matrixed organization. This role owns the end-to-end annual planning process, including segmentation, territory design, coverage modeling, and blueprint governance to ensure alignment with business objectives and sales execution priorities.

This position balances long-term strategic planning with operational execution, enabling data-driven decision-making, optimizing cost-to-serve, and aligning compensation strategies to improve sales efficiency and performance. The role partners across sales, finance, operations, and leadership teams to translate strategy into execution.

The Main Responsibilities

• Lead the end-to-end annual planning process, including segmentation, territory alignment, capacity planning, and coverage design
• Define and execute role design and commercial strategy while establishing and governing the commercial blueprint and account framework
• Establish and enforce governance frameworks, including blueprint and account-level governance, planning cadences, and operating rhythms (e.g., QBRs, MBRs)
• Develop and track data-driven segmentation, performance metrics, and dashboards to inform decisions and measure effectiveness
• Oversee financial modeling, forecasting, ROI analysis, and cost-to-serve optimization in partnership with finance
• Align compensation strategy with commercial objectives and performance outcomes
• Drive long-range strategic planning, including scenario modeling and initiative prioritization, and partner cross-functionally to translate strategy into execution
• Provide data-driven insights and recommendations to senior leadership while leading and developing a high-performing commercial strategy team

What We Look For in a Candidate

Minimum:
• Bachelor’s degree or equivalent experience
• 10+ years of experience in commercial strategy, sales strategy, or related fields
• 5+ years of leadership experience in a matrixed organization
• Experience with annual planning, segmentation, territory design, and coverage models
• Strong analytical skills, including financial modeling and forecasting
• Experience driving cross-functional alignment and execution
• Ability to operate at both strategic and operational levels

Preferred:
• Advanced degree (e.g., MBA)
• Experience in telecommunications, technology, or large enterprise environments
• Experience with cost-to-serve modeling and compensation strategy design
• Experience leading large-scale commercial transformation initiatives
• Familiarity with CRM platforms and sales enablement tools
• Experience building and scaling strategy teams

Compensation