Vice President, Commercial Operations

What you'll do

• Own CRM hygiene and governance including approval rules, field governance, object management, automations, forecasting logic, stage gating, data hygiene standards, required-field logic, and commercial workflow design
• Establish governance routines for Salesforce configuration changes, data definitions, pipeline rules, CRM process design, and reporting logic
• Own commercial incentive compensation plan design, administration, documentation, education, and governance
• Partner with Finance on incentive calculations validation, audit, and communication
• Develop compensation education materials and ensure understanding of plan mechanics and processes
• Coordinate issue resolution, plan interpretation, process improvements, and documentation
• Own deal desk approvals, exception intake, deal review preparation, and deal governance process execution
• Define deal approval rules, pricing exception thresholds, contracting flexibility guidelines, and review processes with executive leadership
• Facilitate executive committee review for deals requiring executive buy-in or exceptions
• Create criteria for deal acceptance, rejection, escalation, documentation, and communication
• Own Salesforce development and administration process and team including sprint cycles, user story intake, prioritization, release planning, user acceptance testing, change communication, and adoption
• Create intake and prioritization model balancing executive priorities, sales productivity, reporting needs, data quality, compliance, and user experience
• Partner with Technology and IT to ensure Salesforce changes are scalable, secure, integrated, documented, and supportable
• Own product packaging and pricing operations including SKU governance, packaging structure, product hierarchy, price book hygiene, repackaging workflows, commercial positioning inputs, and CRM product management
• Ensure product packaging and pricing align with buyer challenges, market opportunities, customer needs, sales execution, and scalable administration
• Partner with Product, Product Marketing, Finance, Legal, and Sales leadership to operationalize new packaging, pricing, and product configurations
• Own sales enablement and commercial tooling including training, onboarding, 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
• Partner with Sales leaders to support sales execution, renewal, product adoption, customer expansion, and consistent use of commercial systems
• Coordinate sales analytics, data visualization, data distribution, data design, and commercial reporting education
• Assess enterprise BI function structure and finalize ownership boundaries for analytics creation, governance, and distribution
• Partner with Finance, BI, Commercial Analytics, Sales, and executive leadership to ensure accurate, trusted, actionable commercial reporting
• Provide education on dashboards, data definitions, reporting interpretation, and decision-making applications
• Maintain operating calendar for commercial system 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
• Drive adoption of new processes and tools through communication, stakeholder engagement, training, and follow-through
• Identify operational friction and recommend improvements to increase productivity, data quality, decision speed, and user adoption

Requirements

• 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

Tech stack