Job Overview

Mainspring Energy is at an inflection point - moving from early commercial success to building the scalable, repeatable sales engine that drives the next phase of growth. That transition demands a different kind of operational infrastructure: rigorous forecasting, disciplined pipeline management, clear process at the seams of a cross-functional team, and the analytics to make smart decisions fast.

The Head of Commercial Operations will be the leader of that infrastructure. This person will own, scale, and continuously evolve the systems, processes, and performance frameworks that allow our commercial team to operate at its best - building on a solid foundation and taking it to the next level as the company grows. This is a critical role at a company where the commercial opportunity is large, the sales motion is complex, and getting operations right is a genuine competitive advantage. The right person will serve as a strategic partner to commercial leadership, build the operating rhythm that drives accountability, and ensure the commercial organization has the tools, processes, training, and deal support required to scale.

Key Responsibilities

• Commercial Operations
  
  • Manage and ensure clear ownership, strong execution, and effective collaboration across the commercial organization
  • Manage and continually improve Sales Operations and Commercial Contracts Management functions
  • Directly build and own the Sales Enablement function for Sales, Business Development, and Sales Engineering
  • Serve as a strategic partner to the CCO and commercial leadership team, translating growth objectives into operating plans, processes, metrics, and accountability mechanisms
  • Build scalable commercial infrastructure that supports a complex, long-cycle, multi-stakeholder sales motion
• Sales Planning & Strategy
  
  • Own and manage annual sales operating plans including segmentation, account and opportunity scoring criteria, territory design, and quota allocation aligned to company growth objectives
  • Own capacity and shipment planning and ensure commercial targets reflect realistic headcount, coverage, and market opportunity
  • Partner with commercial leadership to identify gaps in coverage, conversion, team productivity, and sales process execution
• Forecasting & Pipeline Governance
  
  • Proactively lead and continuously improve our structured forecasting process that gives leadership reliable, stage-by-stage visibility into pipeline health and revenue outlook
  • Establish pipeline hygiene standards, such as stage criteria, required fields, aging policies, and hold the organization accountable
  • Own the commercial inputs to SIOP planning including accurate timing, quantity, and product mixes required from Manufacturing and Development team
• Sales Process & Enablement
  
  • Own and continuously optimize the end-to-end sales process from lead qualification through contract execution and close
  • Develop segment playbooks, deal frameworks, and process documentation that help the team execute consistently across a complex, long-cycle sales motion
  • Create sales enablement and training cadences to ensure up-to-date product knowledge by the sales team
• CRM & Sales Technology
  
  • Own Salesforce governance: data integrity, workflow design, system configuration, reporting, and user adoption
  • Evaluate and manage the broader sales and marketing tech stack, ensuring tools reduce friction and serve the sales motion
  • Ensure Sales Ops delivers accurate reporting, executive / board materials, compensation administration support, and operational insights
• Performance Management & Business Reviews
  
  • Own and strengthen the business review cadence - pipeline reviews, monthly performance check-ins, quarterly operating reviews - that drives accountability across the commercial organization
  • Develop and track the KPIs and dashboards that reflect commercial health; partner with Finance on compensation plan design, modeling, and administration
  • Develop and communicate compensation plans and quarterly results in conjunction with sales leadership
• Contracting Support
  
  • Develop and manage, with input from legal and finance teams, pre-contracting documents to enable opportunity progression such as term sheets and development services agreements
  • Build and manage the commercial contracts support function, which is responsible project managing the contracting project with multiple internal and external stakeholders over a multi-week contracting process

Qualifications

Required

• 8-12+ years in Sales Operations, Revenue Operations, or Commercial Operations for a B2B hardware company with $10-500m plus contract values
• Demonstrated experience building or transforming sales ops infrastructure in a complex, multistakeholder B2B environment
• Strong analytical skills with experience in forecasting, pipeline modeling, and BI tools such as Tableau or Power BI
• Bachelor's degree in business, engineering, or a related field

Preferred

• Background in energy, cleantech, industrial technology, or capital equipment
• Background in technically complex, long-cycle sales environments
• Experience scaling a sales operations function at a high-growth company
• MBA or other advanced degree

$153,000 - $230,000 a year

This position is onsite at our Menlo Park HQ and eligible for a 25% target bonus. The salary will be adjusted to reflect local market conditions based on employee location as well as the experience of the employee. Along with the base salary, Mainspring offers pre-IPO stock options + benefits.

Does your experience not meet all of our posted requirements? Studies have shown that some people are less likely to apply to positions unless they meet every listed requirement. At Mainspring, we are committed to building a diverse, inclusive, flexible, and collaborative environment, so if you want to help us transition the world to clean and affordable electricity, and don't meet all posted requirements for a particular role, we'd still love to hear from you. Mainspring can sometimes be flexible enough to shift responsibilities for the right person, or otherwise identify open or upcoming roles that may better fit your professional background.