Senior Director, Sales Operations & Commercial Excellence

Position Title:  Senior Director, Sales Operations & Commercial Excellence

Location:  Santa Clara, CA, Onsite 5x a week

Job Term: Full-Time

About the Role
The Sales Operations & Commercial Excellence function sits at the intersection of Sales, Finance, and Legal—ensuring commercial activity translates into predictable, scalable revenue growth.

As Senior Director, you will define and lead the company’s commercial operating model across the full deal lifecycle—from opportunity development through contract execution and into long-term revenue performance (RPO). This role is a key strategic partner to executive leadership, responsible for driving operational rigor, improving deal quality, and enabling efficient, enterprise-scale growth.

What You’ll Do

Set Commercial Operating Strategy
        •       Define and evolve the company’s end-to-end commercial operating model
        •       Establish scalable frameworks that support enterprise sales execution and long-term bookings growth
        •       Partner with executive leadership to align commercial strategy with company growth objectives

Drive Deal Governance & Commercial Excellence
        •       Establish governance across deal structure, pricing, and approvals
        •       Ensure consistency and quality in commercial agreements
        •       Partner with Legal, Finance, and Sales leadership to optimize contract frameworks and approval processes

Own Bookings & Revenue Visibility
        •       Drive operational rigor across pipeline, bookings, and RPO tracking
        •       Ensure accurate forecasting inputs and alignment with Finance
        •       Provide executive-level visibility into performance and risk

Scale Proposal & Deal Execution
        •       Build and optimize proposal development processes to improve speed and quality
        •       Enable efficient cross-functional coordination for complex deals

Lead Systems & Data Strategy
        •       Set the vision for CRM and commercial systems to support scale
        •       Ensure data integrity and deliver actionable insights to inform decision-making
        •       Elevate reporting from operational metrics to strategic business insights

Drive Cross-Functional Alignment
        •       Serve as a key partner across Sales, Finance, Legal, Product, and Customer Success
        •       Ensure alignment across commercial processes, systems, and objectives

Build & Lead a High-Performing Organization
        •       Build, develop, and scale a high-performing Sales Operations and Commercial Excellence team
        •       Establish a culture of accountability, operational discipline, and continuous improvement

What You Bring

Required
        •       10+ years of experience in Sales Operations, Revenue Operations, or related leadership roles
        •       Proven track record of building and scaling commercial operations in a growth-stage or enterprise environment
        •       Deep experience with deal structuring, pricing, and commercial contract governance
        •       Strong executive presence with the ability to influence senior stakeholders
        •       Experience leading high-performing teams in complex, fast-paced organizations
        •       Strong analytical and data-driven decision-making capabilities
        •       Experience with CRM, ERP, and sales analytics ecosystems

Preferred
        •       Experience supporting global sales organizations
        •       Background in industrial, hardware, or technical B2B environments
        •       Track record of driving transformation or operational scale in a high-growth company

What Success Looks Like
        •       A scalable commercial operating model that supports sustained revenue growth
        •       Improved deal velocity, quality, and consistency across the organization
        •       Clear, reliable visibility into pipeline, bookings, and RPO
        •       Strong alignment across Sales, Finance, and Legal
        •       A high-performing, strategic Sales Operations function that enables the business

Salary & Benefits:

The base salary range for this full-time position is $185,000 - $220,000. Your base salary range and title will be determined based on the location, experience, qualification, skills, knowledge, level, and pay of employees in similar positions.

We offer a comprehensive benefit package including:

• Medical, Dental, and Vision insurance
• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
• Life, Short-Term Disability, and Long-Term Disability