Commercial Director, Adaptive ERP

Responsibilities

• You will be accountable for the commercial operating infrastructure of the QAD ERP business - from forecast accuracy and pipeline integrity through to process adherence and cross-functional alignment with Sales and Marketing.
• Forecasting & Revenue Visibility
• Support the end-to-end forecasting process for the QAD ERP business from pipeline entry through to committed revenue, ensuring every number is earned, not assumed, before it reaches the GM or investors.
• Support weekly, monthly, and quarterly forecast cadences preparing the data, validating assumptions, stress-testing deal timelines, and ensuring the numbers presented are accurate and defensible.
• Build and maintain forecast models that give the GM real-time visibility into revenue risk, upside, and coverage ratios across segments, geographies, and product lines.
• Analyse forecast variances and support root cause reviews identifying whether shortfalls are a pipeline problem, a conversion problem, a deal management problem, or something else entirely.
• Partner with Finance to align commercial forecasts with financial plans, ensuring the business operates from a single source of truth.
• Commercial Operations & Deal Management
• Act as the operational backbone of the commercial team supporting the processes by which deals are qualified, reviewed, escalated, and closed, and ensuring consistent adherence across the Sales organisation.
• Support the deal review process: prepare pipeline reviews, challenge deal hygiene in advance, ensure CRM data integrity, and make certain that every deal above a defined threshold has a clear next action and credible close plan before each review session.
• Partner with the VP of Sales to embed commercial discipline across the Sales organisation - setting standards for opportunity management, qualification frameworks (MEDDIC / MEDDPICC or equivalent), and forecasting accountability.
• Identify and resolve process gaps that cause forecast slippage, missed handoffs, or revenue leakage; implement fixes and track adherence over time.
• Ensure that sales process milestones are consistently applied and that the business has clear, auditable stage definitions from first meeting to signed contract.
• Supporting the Incoming VP of Sales
• Serve as an active partner to the new VP of Sales during their onboarding and ramp - providing context on the business, the pipeline, the team, and the commercial processes in place.
• Work alongside the VP to assess the current Sales motion, identify gaps, and build a prioritised improvement agenda grounded in data and process observation.
• Act as the connective tissue between the VP of Sales and the GM - ensuring alignment on targets, priorities, and commercial strategy across all stakeholde

Benefits

Additional Information

This is a rare role for a commercially sharp, process-obsessed operator who wants to sit at the centre of a high-performing enterprise software business. As Commercial Director , you will be the right hand of the General Manager - the person who ensures the business runs with discipline, that every forecast is defended with evidence, and that no deal, pipeline risk, or process gap goes unaddressed. QAD is a global ERP leader with over 30 years of purpose-built manufacturing domain expertise, now supercharged by Champion AI - a genuinely differentiated AI solution embedded into the core product. Backed by private equity, the business operates with the urgency, rigour, and performance expectations that come with that environment. This is not a role for someone who needs to be managed. It is a role for someone who manages everything around them. You will work alongside a newly appointed VP of Sales, playing a critical role in building the commercial infrastructure that will underpin the next phase of growth. You will support the forecasting process end-to-end, partner deeply with Marketing and Sales leadership, and ensure that the GM has the clarity, data, and process confidence to make fast, well-grounded decisions. Proximity to power and decision-making. You will work directly with the General Manager with genuine influence over commercial strategy, not just operational execution. Where the GM goes into the room, you ensure the numbers are right, the process is airtight, and nothing has been left unchallenged before the conversation happens. Your work will be visible, your impact measurable, and your mandate real. Reporting Line: General Manager, QAD ERP - Close collaboration with VP of Sales, Marketing, and Finance The discipline this role demands - and rewards. Our PE sponsor expects rigour, pace, and results. Short planning cycles, tight performance accountability, and an investment thesis built around rapid ARR growth. The Commercial Director is the internal guardian of that rigour - ensuring the forecast is credible, the process is followed, and every number presented to leadership can be defended to the granular level. Forecast Accuracy - Deal Discipline - Process Adherence - Board-Ready Reporting

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