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Job Category
Development & Strategy
Job Details
Role Description:The
Director of Deal Strategy & Commercial Operations is a critical business leader responsible for identifying, operationalizing, and executing transformational revenue growth initiatives. In this role, you will accelerate profitable, high-margin revenue by leading end-to-end business transformations-from Lead-to-Cash optimization to GTM pricing and packaging evolution. You will act as the strategic bridge between executive decision-makers and operational teams, collaborating across Sales, Product, Deal Desk, Legal, Sales Ops, RevRec, Finance, Marketing, Customer Success, Engineering, BizTech, and Operations. The ideal candidate thrives in ambiguity, balances big-picture strategy with meticulous detail, and leverages cutting-edge technology-including AI-to scale operations and drive sustainable growth.
Key Responsibilities:Strategic Business Transformation & GTM Execution- Lead Enterprise Programs: Serve as the business owner for major company-wide initiatives, including Lead-to-Cash transformations, pricing/packaging GTM changes, and governance controls.
- Operational Efficiency & Scale: Streamline control processes, workflows, and systems to ensure accuracy, consistency, and speed across the deal lifecycle while safeguarding user experience and customer success.
- Cross-Functional Alignment: Work closely with Product, BizTech, and Support teams to implement complex pricing changes and GTM models effectively.
AI Innovation & Modernization- AI-Driven Optimization: Identify and deploy AI tools, automation, and intelligent workflows to streamline deal approval flows, optimize pricing decisions, and remove friction from the sales cycle.
- Process Innovation: Leverage modern technology and AI-assisted analytics to transform legacy operations into agile, scalable, and future-ready commercial processes.
Data Storytelling & Performance Management- Metrics & Analytics: Define, track, and monitor critical KPIs to measure program performance, assess pricing effectiveness, and surface optimization opportunities.
- Executive Decision Support: Build compelling executive-level narratives using advanced data modeling (Tableau, SQL) to influence portfolio-level discounting, deal structuring, and long-term strategy.
Stakeholder Leadership & Continuous Improvement- Upward & Cross-Functional Influence: Act as a trusted advisor to executive leadership and matrixed teams, fostering strong alignment across functions with competing priorities.
- End-to-End Ownership: Translate high-level strategic objectives into tactical execution plans, serving as a change agent who challenges the status quo and drives continuous improvement.
- Continuous Improvement: Serve as change agent by identifying and communicating inefficiencies, devising solutions, stimulating and institutionalizing business process improvements.
Basic Requirements: - BA/BS degree required.
- Advanced degree strongly preferred (i.e., MBA or equivalent experience with complex deal or financing structures preferred).
- SaaS consulting experience desired
- 10+ years of enterprise software experience. Strongly preferred: CRM application experience, or experience related to sales, marketing, channel operations.
Preferred Requirements: - Move fluidly from big picture to details in order to deliver complex cross-functional projects, often with tight deadlines. Multi-tasking and quickly pivoting between initiatives will be critical.
- Power to influence upwards and cross functionally where stakeholders can have varying objectives
- Executive deck building and story telling experience
- Thrive in a dynamic, fast-paced, environment where you must take on multiple responsibilities and do what it takes to get things done.
- Energetic self-starter passionate about professional integrity and excellence with a positive attitude and contagious enthusiasm.
- Superior analytical background with strong problem-solving skills. Tableau and SQL experience desired.
- Outstanding organizational, communication, interpersonal, relationship building skills conducive to collaboration; able to work well in a cross-functional, matrix management environment.
- Capable of explaining concepts clearly and credibly across all levels of the organization.
- Aptitude to learn and leverage AI to drive efficiency and scale
- Experience creating and analyzing key performance indicators and continually refining and optimizing adoption strategies based on data.
- Curious, persistent, patient and resilient.
Unleash Your Potential
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