We are seeking a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success frameworks to serve as the key functional business partner to the Commercial Organization and will be a strategic partner to the Chief Customer Officer (CCO). This leader will combine financial rigor with GTM operational excellence owning the commercial forecast, performance analysis and GTM processes across Sales, Customer Success, Marketing, and Partnerships. The ideal candidate blends financial acumen with operational execution and AI enabled problem solving to drive top line growth.
The ideal candidate will have a proven track record of building scalable processes, mentor high-performing teams, and sustained revenue growth. Strong analytics skills and experience building and leveraging AI across sales and marketing technology platforms is essential. Key responsibilities include enhancing forecasting accuracy, improving pipeline management, and driving cross-functional collaboration to maximize revenue outcomes.
Key Responsibilities:
- Commercial Strategy and Growth
- Partner with the CCO and all Finance teams to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets
- Translate complex data into actionable recommendations for Commercial leaders
- Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity
- Support creation and operational execution of strategic GTM investment cases
- Forecasting & Pipeline Management
- Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments.
- Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.
- Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics
- GTM and Sales Efficiency
- Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)
- Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments
- Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting
- Cross-functional Collaboration / Process Improvement
- Foster cross-functional alignment across Sales, Strategy, Marketing, BU’s, and Finance to drive operational efficiency, accelerate growth and increase retention
- Partner with Sales Enablement to ensure teams are equipped with effective tools, training, and resources to achieve revenue targets
- Partner with finance leadership to support budgeting, revenue forecasting, and long-term planning
- Territory Management, Quota Setting and Sales Compensation
- Oversee territory design, ensuring sales coverage aligns with market opportunities and business objectives
- Continuously optimize territory assignments and GTM approaches based on performance data and growth trends
- Develop and manage sales compensation structures and quota-setting practices to incentivize the right behaviors and drive performance
Qualifications:
- 12+ years of experience in Finance, Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 5 years in a senior leadership role
- Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans
- Deep expertise in Salesforce, Outreach, Gong, and other GTM tools
- Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs
- Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives
- Experience designing sales methodologies and commercial processes that scale in B2B SaaS
- Comfort working cross-functionally and influencing without authority — excelling at aligning diverse stakeholders around common goals