Job Title: Vice President, Commercial Operations

Location: New York, NY or Reston, VA

About This Role:

The Vice President, Commercial Operations is responsible for the day-to-day operating disciplines that make Comscore’s commercial organization scalable, measurable, governable, and easier to execute. This leader owns critical commercial operations functions across CRM hygiene and governance, Salesforce development and administration, deal desk, commercial incentive compensation operations, product packaging and pricing operations, sales enablement and tooling, and sales analytics coordination. The VP translates commercial strategy into reliable systems, processes, governance mechanisms, enablement programs, and reporting practices. The role partners closely with the SVP, Commercial Operations, Chief Commercial Officer, Finance, HR, Legal, Product, Product Marketing, Sales, Technology, and any enterprise BI function to ensure commercial processes are appropriately governed, commercially practical, and aligned to business priorities. This role is expected to bring operational discipline to the commercial organization by establishing clear ownership, approval rules, intake processes, stage gates, reporting definitions, training standards, enablement tools, and escalation paths across commercial workflows.

What You'll Do:

1. CRM Hygiene & Governance

• Own CRM hygiene and governance in partnership with the Chief Commercial Officer and Finance.

• Manage approval rules, field governance, object management, automations, forecasting logic, stage gating, data hygiene standards, required-field logic, and commercial workflow design.

• Establish clear governance routines for changes to Salesforce configuration, data definitions, pipeline rules, CRM process design, and reporting logic.

• Ensure CRM design supports accurate forecasting, pipeline inspection, customer visibility, product packaging, renewal management, and commercial accountability.

2. Commercial Incentive Compensation

• Own commercial incentive compensation plan design, administration, documentation, education, and operating governance, subject to approval by the Chief Commercial Officer, HR, Legal, and Finance.

• Partner with Finance to determine where incentive calculations should be performed and how calculations should be validated, audited, and communicated.

• Develop compensation education materials and ensure commercial leaders and participants understand plan mechanics, eligibility, performance measures, timing, and administrative processes.

• Coordinate issue resolution, plan interpretation, process improvements, and documentation while preserving appropriate approval controls.

3. Deal Desk & Commercial Approval Governance

• Own first-line deal desk approvals, exception intake, deal review preparation, and deal governance process execution.

• Partner with executive leadership to define deal approval rules, pricing exception thresholds, contracting flexibility guidelines, and required review processes.

• Facilitate executive committee review for deals requiring executive buy-in, cross-functional judgment, or exceptions to established guidelines.

• Create clear criteria for deal acceptance, rejection, escalation, documentation, and post-decision communication.

4. Salesforce Development & Administration

• Own the Salesforce development and administration process and team.

• Manage sprint cycles, user story intake, prioritization, release planning, user acceptance testing, change communication, and post-release adoption.

• Create a structured intake and prioritization model that balances executive priorities, sales productivity, reporting needs, data quality, compliance, and user experience.

• Partner with Technology and IT teams to ensure Salesforce changes are scalable, secure, integrated, well-documented, and supportable.

5. Product Packaging & Pricing Operations

• Own the operational process for product packaging and pricing in partnership with Product Marketing and Product.

• Manage SKU governance, packaging structure, product hierarchy, price book hygiene, repackaging workflows, commercial positioning inputs, and CRM product management.

• Ensure product packaging and pricing structures are aligned to buyer challenges, market opportunities, customer needs, Sales execution requirements, and scalable administration.

• Partner with Product, Product Marketing, Finance, Legal, and Sales leadership to operationalize new packaging, pricing, and product configurations.

6. Sales Enablement & Tooling

• Own Sales Enablement and commercial tooling in partnership with the Chief Commercial Officer.

• Lead commercial training, commercial onboarding, internal knowledge base management, process documentation, playbooks, tool adoption, training assessments, and enablement effectiveness measurement.

• Manage sales technology tools, automation design, workflow enablement, and productivity improvements for commercial employees.

• Partner with Sales leaders to ensure enablement programs support sales execution, renewal support, product adoption, customer expansion, and consistent use of commercial systems.

7. Sales Analytics & Reporting Enablement

• Coordinate sales analytics, data visualization, data distribution, data design, and commercial reporting education.

• Assess whether an enterprise BI function exists and how it is structured before finalizing ownership boundaries for analytics creation, governance, and distribution.

• Partner with Finance, BI, Commercial Analytics, Sales, and executive leadership to ensure commercial reporting is accurate, trusted, actionable, and well understood.

• Provide education to commercial users on dashboards, data definitions, reporting interpretation, and decision-making applications.

8. Operational Governance & Change Management

• Maintain a clear operating calendar for commercial systems releases, governance reviews, deal desk processes, compensation cycles, enablement programs, and reporting updates.

• Document decision rights, approval paths, escalation requirements, process ownership, and cross-functional handoffs across commercial operations workflows.

• Drive adoption of new processes and tools through clear communication, stakeholder engagement, training, and follow-through.

• Identify operational friction and recommend improvements that increase commercial productivity, data quality, decision speed, and user adoption.

What You'll Need:

• 8–12+ years of progressive experience in Commercial Operations, Revenue Operations, Sales Operations, CRM Administration, Deal Desk, Sales Enablement, Commercial Analytics, or related disciplines.

• Hands-on experience with Salesforce governance, administration, development intake, release cycles, reporting, and data hygiene.

• Experience managing deal desk, pricing governance, commercial approval processes, sales incentive compensation operations, or sales enablement programs.

• Experience partnering with Sales, Finance, Legal, HR, Product, Product Marketing, Technology, BI, and executive leadership.

• Experience designing and implementing governance processes, commercial workflows, training materials, dashboards, and change-management routines.

• Compensation: $200K - 275K; Commensurate with Experience

Capabilities

• Operationally rigorous with strong process design, documentation, governance, change management, and execution skills.

• Strong understanding of sales workflows, CRM architecture, forecasting, pipeline governance, commercial analytics, deal desk operations, and sales enablement needs.

• Ability to translate executive direction into clear operating rules, scalable workflows, practical tools, and user-friendly processes for commercial teams.

• Strong cross-functional collaboration skills and ability to manage approval processes without creating unnecessary friction.

• Analytical mindset with strong judgment around data definitions, dashboard design, reporting accuracy, prioritization, and operational tradeoffs.