Sr Director, Global Commercial Operations & Enablement REMOTE

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.

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,…