Job Title: Senior Director, Commercial OperationsLocation: RemoteExemption Status: Full-time/ ExemptJob Summary:We are looking for a Senior Director, Commercial Operations - a builder and operator who partners day-to-day with the VP of Commercial Operations to design, test, and scale what works across the commercial organization. You will identify opportunities, run proofs of concept, develop playbooks, and lead the change management needed to get new tools, processes, and motions adopted across the commercial organization.
You bring 10+ years of experience in high-growth environments, the structured thinking of a consultant, and the hands-on instincts of someone who has built from scratch under pressure. You are equally comfortable in a whiteboard session developing a new go-to-market motion and in the weeds ensuring HubSpot hygiene is holding. You do not wait to be told what needs to happen - you see it, build it, and get it adopted.
Duties/Responsibilities: Commercial Program Management & Operational Cadence- Own and run core commercial meetings - Pod Leader Meetings, Sales & CS Monthly, and Commercial All Hands - setting agendas, preparing supporting materials, and ensuring decisions and follow-through are documented and tracked
- Drive HubSpot hygiene and pipeline review discipline, including owning the High Priority (White Glove) pipeline in partnership with sales leadership
- Establish and maintain Asana as the system of record for commercial special projects - tracking progress, surfacing blockers, and holding teams accountable
- Manage dependencies across adjacent teams (Marketing, Operations, Client Services, Finance, Compliance, etc), ensuring handoffs are clean, timelines are met, and the VP of Commercial Operations has full visibility
- Lead the commercial team's best practices Center of Excellence: capturing what works, documenting what does not, and packaging it for adoption by sales ops and sales leadership
Proof of Concept, Playbook Development & Change Management- Design and run experiments across the commercial funnel - testing new go-to-market motions, outreach approaches, pipeline processes, and engagement strategies before scaling them to the broader team
- Build proofs of concept that demonstrate what good looks like, including high-touch outreach programs, White Glove pipeline management, and senior leadership engagement initiatives
- Develop clear, practical playbooks that translate what works in pilots into repeatable processes that the broader commercial team can adopt and execute
- Lead change management for new commercial tools, processes, and motions - building rollout plans, enablement programs, and role-based training that drive real adoption, not just awareness
- Lead high-touch outreach and follow-up programs tied to marketing, developing the end-to-end commercial motion including senior leadership engagement and go-to-market initiatives
- Drive evaluation and implementation of a commercial sales methodology (e.g., MEDDPICC, BANT) - selecting the right framework, building the enablement program, and leading adoption across Sales and CS
- Partner closely with the VP of Commercial Operations day-to-day to align on priorities, pressure-test ideas, and ensure programs are grounded in commercial reality
AI-Driven Innovation & Enablement- Deploy AI agents and build AI-powered workflows that meaningfully improve commercial team productivity, pipeline visibility, and decision-making
- Stay ahead of the AI tooling landscape; bring a point of view on what is worth building and what is noise, and act on it
- Create feedback loops and iteration cadences to continuously improve what has been built, with a focus on sustained adoption over time
Commercial Strategy & Special Projects- Own commercial compensation design for Sales and CS by partnering with People Operations and Finance to develop incentive structures and end-state models that drive the right commercial behaviors
- Lead Sales and CS performance evaluation processes, ensuring consistency, fairness, and alignment to commercial goals
- Drive commercial org design work, including pod structure, account allocation, and coverage model. Synthesize leadership inputs and translating them into clear, actionable recommendations
- Take the lead on internal commercial special projects and the Ascend Commercial Roundtable, partnering with the VP of Commercial Operations and CCO to drive alignment on mission-critical priorities
Experience:- 10+ years of experience, including 5+ years in management consulting (strategy, operations, or GTM focus at MBB, Big 4, or boutique strategy firm) or equivalent structured problem-solving experience built inside a high-growth company
- 5+ years of commercialization experience in the pharmaceutical/biotech/medical device space preferred
- Demonstrated experience at a venture-backed or high-growth company that scaled rapidly: think 3-10x revenue or headcount growth within a 2-3 year window. Did not just observe the hypergrowth; was in the room building through it
- Proven ability to operate as a team of one - taking an initiative from whiteboard to pilot to scaled playbook without needing a large support structure
- Hands-on track record of deploying AI agents and building workflows around LLMs within a commercial or operations function - not just familiarity, but real implementation experience with real adoption outcomes
- Exceptional communication and presentation skills. Ability to build a board-ready deck, write a crisp exec memo, and develop a practical playbook that a sales rep will use
- Strong program management instincts including tracking dependencies, anticipating blockers, and driving alignment across teams without formal authority
- High proficiency with HubSpot or a comparable CRM; understands pipeline hygiene and how data quality affects commercial decision-making
- Experience designing and leading change management programs - you know the difference between a rollout that sticks and one that fades
The base salary range for this role is $170,000-$220,000
Where you land within the range will reflect your skills, experience, and location, while keeping team parity in mind and leaving room for future growth.
Benefits:Impiricus focuses on taking care of our teammates' professional and personal growth and well-being.
Healthcare: Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge
HSA, FSA & DCFSA: Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan)
Coverage & Protection: 100% paid short- and long-term disability, plus life and AD&D insurance
Flexible Time Off: Take the time you need with a flexible vacation policy - recharge your batteries your way
Parental Leave: 12 weeks of paid leave to spend time with your newborn, adopted, or foster child (available after 6 months)
Your Work, Your Way: If you're close to an office, we encourage spending some time in-person to collaborate and connect. If not, remote is always an option.
Home Office Setup: We'll ship you the gear you need to create a comfortable workspace at home.
401(k): Save for your future with tax advantages (and company match!)
