Role SummaryThe Commercial Operations Manager owns the commercial execution of strategic and non-standard deals, including deal structuring, exception management, and
redline orchestration. This role ensures internal alignment before and during negotiations so that deals move quickly without unnecessary friction or risk.
Key ResponsibilitiesCommercial Policy & Governance- Own interpretation and enforcement of commercial policy.
- Identify and manage pricing, discounting, and packaging exceptions.
- Ensure consistency and discipline across strategic deals.
Strategic Deal Support- Engage early on complex opportunities.
- Advise Sales leadership on deal structure and concession strategy.
- Prevent late-stage surprises that delay or derail deals.
Redline Ownership- Serve as the single point of coordination during redlines.
- Collect and align cross-functional input before Legal responds to customers.
- Resolve internal disagreements and drive timely decisions.
- Track redline issues through resolution.
Cross-Functional Orchestration- Coordinate Finance, Legal, Product, CS, Sales, and Executives.
- Own follow-ups, dependencies, and escalation paths.
- Act as the commercial "air-traffic controller" for complex deals.
Executive Communication- Prepare clear, executive-ready deal summaries and recommendations.
- Enable fast, informed decision-making.
Qualifications- 3-4+ years experience in Deal Desk, RevOps, SalesOps
- Experience supporting complex B2B or SaaS deals
- Salesforce, Salesforce CPQ experience required
- Gong and Ironclad experience preferred
- AI agent deal orchestration and deal flow experience huge plus
- Strong understanding of pricing, discounting, and deal economics
- Proven cross-functional leadership without direct authority
- Strong written and executive communication skills
- Sound judgment in ambiguous environments
