Director, Commercial Strategy & Operations

What You'll Be Doing

• Own pricing strategy and packaging. Set the pricing model and packaging architecture in partnership with Product and Finance. Run pricing analysis, model the commercial impact of changes, and lead pricing reviews and pricing changes from analysis through rollout.
• Own commercial architecture: pricing operationalization, discount governance, approval logic, and the rules and guardrails that govern how deals get structured and closed.
• Design and operate the commercial review function: rules, approval logic, automated controls, and the exception review process for the deal flow that doesn't fit them. Partner with Sales and Finance on the non-standard cases that genuinely warrant human judgment.
• Build out Q2C and CPQ automation. Drive the platform roadmap with Revenue Engineering.
• Own marketplace operations across AWS, GCP, and Azure: CSP transactions, private offers, co-sell motions, and the operational mechanics behind partner-sourced and partner-influenced revenue.
• Own commercial readiness for new product introduction. Build the commercial infrastructure that makes a new product sellable before it ships: the pricing and packaging, the quoting logic, the discount and approval rules, and the controls that govern how the product gets sold. Program-manage the cross-functional path to launch across Product, Finance, Legal, and Revenue Engineering: define the commercial requirements, drive the build, test the end-to-end flow, and own the go-live readiness so the product is sellable on day one.
• Hire and develop the Commercial Strategy & Operations team. Design the systems and review logic that let a small team govern an increasing volume of deal flow as the business scales.
• Partner with Product and Finance on pricing and packaging changes: lead the analysis, design the operational rollout, instrument the rollout in the system, and measure the results.

What You Bring Along

• 10+ years in pricing strategy, commercial operations, revenue strategy, or product-led growth strategy, with at least five years managing a team.
• Direct experience setting and operationalizing pricing for a usage-based or consumption-based business. You have led at least one significant pricing or packaging change end-to-end: analysis, design, alignment, and rollout.
• End-to-end Q2C experience. You have owned the quote-to-cash flow for a new product or major SKU from commercial requirements through testing and launch: requirements definition, quoting and approval design, UAT, and go-live. You can hold a cross-functional program to a launch date across Product, Finance, Legal, and Engineering, and you measure readiness by whether the flow works end-to-end, not by whether the pieces exist.
• Owner-operator mindset. You treat commercial strategy and operations as a system you own end-to-end: you design it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity.
• Product-owner instincts. You think about commercial work as infrastructure to design, not a queue to clear. You hire and build for leverage, not headcount.
• Strong commercial analytics. Comfortable building pricing models, sensitivity analyses, and elasticity views from first principles. SQL fluency required.
• Familiarity with the operational complexity of usage-based contracts: metering, commits, contract structure, overages, and the rev rec implications.
• Marketplace fluency. Hands-on experience with AWS, GCP, or Azure marketplace operations is strongly preferred.
• Strong working knowledge of Salesforce CPQ. Comfort designing rules, approval logic, and automated controls, not just configuring tools.
• Ability to partner with Legal and Finance on contract structure and revenue recognition implications.
• Excellent judgment on commercial tradeoffs. Comfortable saying no when the deal structure breaks the system, and comfortable advocating for the field when the case is sound.
• Strong written and verbal communication. Comfortable presenting to executives and engaging with senior customer stakeholders.
• Bachelor's degree in a quantitative field, MBA or equivalent experience preferred.