Head of Commercial & Revenue Operations

Description

Title: AVP Commercial & Revenue Operations

Compensation: $250k base, 30% target bonus

Location: US Remote

ABOUT ETS SOLUTIONS

ETS Solutions brings together assessment, credentialing, learning, workforce, and technology capabilities to help organizations, institutions, professionals, and learners demonstrate skills, advance opportunity, and achieve measurable outcomes. As part of ETS, ETS Solutions supports customers across education, workforce, certification, licensure, language learning, and other high-stakes assessment markets.

ABOUT THE ROLE

ETS Solutions is seeking an enterprise-minded Associate Vice President, Commercial & Revenue Operations to create and lead the commercial operating system that converts strategy into predictable, profitable and scalable growth across a complex global, multi-product and multi-market business.

Operating as a senior member of ETS Solutions leadership, the AVP will serve as the principal advisor on commercial performance and operating effectiveness. The role is accountable for the strategy, governance and performance frameworks spanning Sales Operations, Revenue Operations, pricing and deal governance, revenue planning and forecasting, commercial analytics, CRM and revenue technology, and end-to-end commercial process transformation.

The AVP will build and lead a multidisciplinary Commercial & Revenue Operations team, with capability across sales operations and strategy, revenue operations, commercial analytics and business intelligence, business analysis and program delivery. The function will establish clear decision rights, operating rhythms and enterprise standards while enabling Sales leaders and cross-functional partners to execute with greater speed, consistency and accountability.

A critical element of the remit is partnering with HR, Finance and Sales leadership on sales compensation strategy. The AVP will provide the commercial architecture, performance modelling, quota methodology and business insight required to shape incentive structures, while supporting HR's ownership of compensation policy and governance and Finance's ownership of financial controls and payout validation.

This is not a Salesforce administration role. Salesforce and the broader revenue technology ecosystem are strategic enablers within a substantially wider mandate: strengthening revenue predictability, improving seller productivity, protecting margin, increasing leadership confidence in commercial data and creating an operating model that can scale across ETS Solutions and inform broader ETS practice over time.

• Set and lead the multi-year Commercial & Revenue Operations strategy, translating ETS Solutions' growth priorities into a scalable operating model, capability roadmap and investment plan.
• Serve as a strategic advisor to ETS Solutions executives, providing a clear point of view on growth, revenue performance, commercial risk, resource allocation and operating trade-offs.
• Establish enterprise governance, decision rights, service standards and accountability across the commercial lifecycle, balancing global consistency with market and product needs.
• Sponsor the Commercial Operations Center of Excellence and represent ETS Solutions in enterprise transformation, planning and commercial governance forums.

• Lead the integrated commercial planning framework across bookings, pipeline, revenue, capacity, territories, quotas and productivity in partnership with Sales, Finance, Strategy and Product.
• Establish a single, rigorous forecasting and pipeline management methodology with consistent definitions, stage standards, inspection disciplines and risk assessment.
• Chair executive commercial performance reviews and convert insight into focused interventions, resource decisions and recovery plans.
• Define the enterprise commercial KPI framework and ensure leadership has a reliable view of attainment, conversion, velocity, coverage, retention, expansion, margin and forecast confidence.

• Lead Sales Operations as a strategic function, designing the end-to-end operating model across lead handoff, qualification, pursuit, proposal, pricing, contracting, close, renewal and expansion.
• Own territory, account and coverage governance; lead capacity and quota modelling; and ensure resources are aligned to market opportunity and strategic priorities.
• Partner with Sales leadership to improve seller productivity, pipeline quality, conversion, sales-cycle velocity, role clarity and execution discipline across diverse sales motions.
• Standardize commercial processes and playbooks across high-value enterprise, institutional and government markets while removing unnecessary friction and administrative burden.

• Build the enterprise operating framework for pricing, packaging, discounting and commercial approvals in partnership with…