Head of Commercial Excellence and Operations

Role Purpose

The Head of Commercial Excellence and Operations is responsible for developing and managing the commercial framework that drives predictable revenue. This leader owns commercial process adoption, pipeline management, and forecast governance - from executive-level reviews to frontline manager coaching and individual contributor execution.

This leader defines the organization's commercial methodology through standardized processes, enablement programs, and strategic planning mechanisms. They will partner closely with Commercial Technology and Business Analytics teams to ensure the commercial infrastructure supports long-term growth.

What you will be doing:

Commercial Process Management

• Define and continuously improve the commercial methodology, including stage definitions, handoffs across roles, and required documentation.
• Drive field adoption through standardized commercial operating procedures, inspection routines, and manager coaching toolkits.
• Establish and lead the commercial operating rhythm (e.g., pipeline reviews, deal clinics, and quarterly business reviews).

Funnel, Pipeline & Forecast Governance

• Standardize commercial definitions for pipeline hygiene, funnel metrics, and forecasting categories.
• Lead the forecast governance from executive-level reporting to frontline inspection.
• Partner with Business Insights teams on commercial analytical inputs while maintaining ownership of the underlying process and commitments.

Commercial Planning & Field Productivity

• Oversee territory design, quota allocation, and incentive compensation governance in collaboration with cross functional stakeholders.
• Ensure account and territory planning activities are practical, adopted by the field, and measurable.
• Oversee deal desk support and commercial channel operational mechanisms.

Commercial Enablement & Commercial Education

• Oversee the Commercial Enablement & Education functions to drive behavioral change and field effectiveness.
• Ensure onboarding, certifications, and training programs align with established commercial processes and performance goals.
• Establish closed-loop feedback: commercial enablement programs → behavior adoption → performance impact → iteration.

 

Minimum Requirements:

Qualifications

• 8+ years of experience in Commercial Operations, Sales Enablement, Revenue Operations, or related roles
• 4+ years of leadership experience, including building and managing teams.
• Demonstrated success in designing and scaling enablement programs (playbooks, content, deal desk, SOPs, pipeline/forecast management).
• Experience in process mapping, workflow optimization, or formal project/process management certification (e.g., PMP, Lean Six Sigma) is a plus.
• Strong commercial acumen and experience supporting customer-facing teams in complex B2B/scientific sales environments.
• Exceptional communication and stakeholder management skills; able to influence and drive alignment across functions.
• Bachelor’s degree in Business, Marketing, Life Sciences, or related field required 

 

Preferred Qualifications:

• Strong preference for experience in life sciences, biotechnology, or scientific instrumentation.
• MBA or advanced scientific/business degree preferred. Direct field sales and/or field sales management experience

*While we prefer candidates based in the San Francisco Bay Area, we will consider remote candidates*

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