Overview: The Director of Commercial Operations is a strategic leadership role responsible for the operational effectiveness and efficiency of the entire commercial organization, including Sales (SAE), Marketing, and Customer Account Management (CAM). This role will define, implement, and manage the processes, tools, and data infrastructure required to support GLOBO’s growth strategy. The Director will act as a key partner to the SVP of Commercial, providing data-driven insights and forecasting accuracy to maximize revenue generation and streamline the lead-to-cash lifecycle.
Responsibilities:
Strategic Planning & Governance:
- Lead annual and quarterly planning cycles, including forecasting, capacity planning, and goal setting for the commercial team.
- Design and manage sales territories, quotas, and account assignments to ensure fairness and maximize market coverage.
- Maintain and enforce rules of engagement, policies, and procedures across all commercial functions.
- Owns pricing, discounting and deal desk guardrails in collaboration with finance so SAE’s and CAMs can structure profitable deals quickly.
Sales Process & Technology:
- Own the commercial tech stack (e.g., CRM (Hubspot), Sales Engagement tools), ensuring data integrity, system optimization, and user adoption.
- Drive continuous improvement of the core sales process, identifying bottlenecks and implementing automation to increase sales productivity.
- Support and manage underlying processes, data and tools that make client account management teams more effective at retaining and growing accounts.
- Collaborate with IT/Engineering on system integrations and data architecture to ensure seamless flow of commercial data.
Performance Analytics & Reporting:
- Develop and manage comprehensive reporting and dashboards focused on key commercial metrics (e.g., pipeline health, conversion rates, sales cycle length, revenue attainment).
- Provide in-depth analysis of sales performance, market trends, and competitive dynamics to inform strategic decisions.
- Manage and refine the sales forecasting methodology, ensuring accuracy and predictability for executive leadership.
Compensation & Enablement:
- Design, administer, and communicate the sales commission plans, ensuring timely and accurate calculation of incentives.
- Partner with People Operations and Commercial leadership to track, report, and provide insights on sales team performance, training needs, and productivity improvements.
Management and Leadership:
- Top-of-Funnel Oversight: Directly lead and scale the Business Development Representative (BDR) organization, ensuring high-volume, high-quality pipeline generation.
- RFP & Proposals: Oversee the RFP Department, streamlining the bid-to-win process and ensuring high-quality, compliant responses for complex healthcare and enterprise contracts.
- Commercial Analytics Team: Manage the Analytics function, directing the team to produce actionable insights, board-ready reporting, and predictive modeling to guide commercial strategy.
- Bachelor’s degree in Business Administration, Finance, Economics, or a related quantitative field is required.
- A minimum of 8-10 years of progressive experience in Sales Operations, Revenue Operations (RevOps), or Commercial Operations, preferably within a SaaS or high-growth technology company.
- Leadership Experience: At least 5 years of experience leading, managing, and mentoring an operations team.
- Technical Proficiency: Extensive hands-on experience and advanced proficiency with CRM systems (e.g., Hubspot, Microsoft Dynamics) is required, including system configuration, reporting, and dashboard development. Hubspot Experience is strongly preferred.
- Analytical Skills: Demonstrated ability to perform complex data analysis, build financial models, and communicate strategic insights to executive audiences.
Additional Preferred Requirements:
- Proven track record in a hyper-growth environment, with direct experience scaling commercial organizations from mid-stage to enterprise levels.
- Experience working within a Private Equity-backed portfolio company, including a deep understanding of PE-specific reporting requirements, EBITDA-focused operational levers, and value-creation plans.
- 5+ years of experience in SaaS or Tech-as-a-Service, specifically within the Healthcare or HealthTech space, managing commercial operations for subscription-based products.
- Exceptional executive presence with the ability to distill complex operational data into compelling narratives; proven track record of influencing C-level stakeholders and defending strategic recommendations in high-stakes environments.
GLOBO Foundations Core Competencies: GLOBO has created a roadmap to success outlining the key KSAs and competencies in each job band. We believe that no matter what role you play in our organization, these competencies are critical to both individual and organizational success. Below we have included a description of the 5 most important competencies and the associated expectations for this job level in our organization.
Drive Results - Evaluate situations and data to understand implications for chosen business solutions. Thoughtfully delegates work and provides resources to the team to accomplish work, aligning staff to the Company mission and vision.
Communicate Effectively - Influence the team through communications—Foster communications up and down the organization.
Developing Self and Others - Exhibits functional mastery and curiosity to learn outside of role, department, and organization. Develop talent for career growth/future opportunities.
Growth-Focused - Identify barriers to change/growth. Recognize team accomplishments to support change and growth initiatives.
Customer Centricity - Models service delivery and coaches others to deliver excellent service in various settings. Understand customer needs and uses feedback to develop and improve processes, procedures, partnerships, performance expectations, and training so that customer satisfaction improves and service issues are prevented.
Supervisory Responsibilities: This position does have direct supervisory responsibilities.
Work Environment: This position predominantly operates in a remote office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets. While performing the duties of this job, the employee may be required to stand up or to sit for up to eight hours or more at a time. The employee must use his/her hands to handle or feel objects, tools, or controls, reach with hands and arms, talk, and hear. The employee is occasionally required to walk, sit, climb, balance, and stoop, kneel, or crouch. The employee may be required to occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and the ability to adjust focus.
Persons with mental or physical disabilities as defined by the Americans With Disabilities Act are eligible for this position as long as they can perform the essential functions of the job after reasonable accommodations are made to their known limitations. If the accommodation cannot be made because it would cause the employer undue hardship, such persons may not be eligible for this position.
