Senior Director, Sales Operations & Commercial Excellence

About the role

The Sales Operations & Commercial Excellence function sits at the intersection of Sales, Finance, and Legal-ensuring commercial activity translates into predictable, scalable revenue growth. As Senior Director, you will define and lead the company's commercial operating model across the full deal lifecycle-from opportunity development through contract execution and into long-term revenue performance (RPO). This role is a key strategic partner to executive leadership, responsible for driving operational rigor, improving deal quality, and enabling efficient, enterprise-scale growth.

Responsibilities

• Set Commercial Operating Strategy
• Define and evolve the company's end-to-end commercial operating model
• Establish scalable frameworks that support enterprise sales execution and long-term bookings growth
• Partner with executive leadership to align commercial strategy with company growth objectives
• Drive Deal Governance & Commercial Excellence
• Establish governance across deal structure, pricing, and approvals
• Ensure consistency and quality in commercial agreements
• Partner with Legal, Finance, and Sales leadership to optimize contract frameworks and approval processes
• Own Bookings & Revenue Visibility
• Drive operational rigor across pipeline, bookings, and RPO tracking
• Ensure accurate forecasting inputs and alignment with Finance
• Provide executive-level visibility into performance and risk
• Scale Proposal & Deal Execution
• Build and optimize proposal development processes to improve speed and quality
• Enable efficient cross-functional coordination for complex deals
• Lead Systems & Data Strategy
• Set the vision for CRM and commercial systems to support scale
• Ensure data integrity and deliver actionable insights to inform decision-making
• Elevate reporting from operational metrics to strategic business insights
• Drive Cross-Functional Alignment
• Serve as a key partner across Sales, Finance, Legal, Product, and Customer Success
• Ensure alignment across commercial processes, systems, and objectives
• Build & Lead a High-Performing Organization
• Build, develop, and scale a high-performing Sales Operations and Commercial Excellence team
• Establish a culture of accountability, operational discipline, and continuous improvement
• What You Bring
• Required
• 10+ years of experience in Sales Operations, Revenue Operations, or related leadership roles
• Proven track record of building and scaling commercial operations in a growth-stage or enterprise environment
• Deep experience with deal structuring, pricing, and commercial contract governance
• Strong executive presence with the ability to influence senior stakeholders
• Experience leading high-performing teams in complex, fast-paced organizations
• Strong analytical and data-driven decision-making capabilities
• Experience with CRM, ERP, and sales analytics ecosystems
• Preferred
• Experience supporting global sales organizations
• Background in industrial, hardware, or technical B2B environments
• Track record of driving transformation or operational scale in a high-growth company
• What Success Looks Like
• A scalable commercial operating model that supports sustained revenue growth
• Improved deal velocity, quality, and consistency across the organization
• Clear, reliable visibility into pipeline, bookings, and RPO
• Strong alignment across Sales, Finance, and Legal
• A high-performing, strategic Sales Operations function that enables the business
• Salary & Benefits:
• The base salary range for this full-time position is $185,000 - $220,000. Your base salary range and title will be determined based on the location, experience, qualification, skills, knowledge, level, and pay of employees in similar positions.
• We offer a comprehensive benefit package including:
• Medical, Dental, and Vision insurance
• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
• Life, Short-Term Disability, and Long-Term Disability Insurance
• Paid Time Off and Paid Holidays
• Employee Referral Program
• 401K
• Social events (summer picnic, holiday party, team lunches, etc.)
• On-site Health & Wellness programs (fitness challenges, outdoor bootcamp, flu-shots, etc.)
• About Picarro:

Benefits

Additional Information

Position Title: Senior Director, Sales Operations & Commercial Excellence Location: Santa Clara, CA, Onsite 5x a week Job Term: Full-Tim e

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