Director of Commercial Operations

hace 7 días

Madrid, Madrid, España Onclusive A tiempo completo

This role sits at the intersection of strategy, systems and cross-functional leadership – and it is instrumental in scaling a multi-functional go-to-market engine across regions. Reporting directly to the CEO this leader will provide a single source of truth for global Sales, Renewals and Annual Recurring Revenue (ARR) data owning commercial analytics, board level reporting and the infrastructure that drives decision-making across the entire revenue lifecycle.

Core Responsibilities

  • Strategic Planning: Partner with leadership to develop and execute GTM strategies ensuring alignment to the companies goals
  • Process Optimization: Identify inefficiencies and implement improvements to optimize workflows and drive results across GTM operations. Own Sales/Renewal Forecasting methodologies and Customer Retention processessuch as Risk Management and Health Scoring.
  • Data Quality: Ensure accuracy and Hygiene of CRM data in particular Customer Master, Contract Master, Sales and Renewal Opportunities
  • Data-driven Insights: Analyze key metrics to assess performance, identify trends and provide recommendations. In particular own quality of Sales & Renewal forecast and key performance KPIs such Renewal Rate, churn, price increases, GRR & NRR
  • GTM planning: including quota, headcount, territory design, account assignment, annual bookings plan definition
  • GTM systems: Drive system requirements definition and oversee implementation and roll out. Lead GTM systems design with an emphasis on automation and AI-driven insights.
  • Team Enablement: Enable GTM organization to understand key processes and hand-over points ensuring smooth end to end operations
  • Cross-functional leadership: connect Sales, Renewals, Customer Success, Product, Finance and Program Management ensuring clear understanding of roles and responsibilities in delivery of the GTM strategic initiatives

Candidate Profile

  • +10+ years of operational experience in SalesOps, Business Ops under CFO or COO
  • Proven record of data-driven leadership and transformational change.
  • Expertise in designing, implementing, and optimizing processes and their implementation in the CRM systems
  • Excellent ability to translate high level business objectives to actionable execution plans for delivery of system improvements, key reports and dashboards
  • Clear understanding of how to motivate the organization, building the incentive plans that directly correlate with the desired business outcomes
  • Strong communication and collaboration abilities, with a history of building trust across nternal stakeholders.
  • Private Equity background and global SaaS experience are highly desirable.

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