SVP, Commercial Strategy, Operations and Enablement

About the Role

Impact you will make

The SVP of Commercial Operations and Enablement will lead and oversee the strategic direction and execution of Commercial operations, enablement, solution strategy and performance management. Commercial operations includes sales and customer success. This role is critical in driving Commercial effectiveness, efficiency, and growth by optimizing processes, tools, and resources. The SVP will collaborate closely with senior leadership, Commercial teams, and cross-functional departments to ensure alignment with business objectives and maximize revenue.

What you will do

• Strategic Leadership: Develop and implement Commercial operations and enablement strategies that support the company's growth objectives. Build, mentor, and lead a high-performing Commercial operations and enablement team. Establish annual department goals and objectives, ensuring their achievement, including all organizational assigned goals

• Commercial Performance Management: Oversee the design and execution of performance metrics, KPIs, and reporting systems to monitor and enhance sales productivity. Responsible for data, analytics, insights, dashboards, used to monitor and inspect the performance of the team. Manage an efficient and effective pipeline and forecasting process. Manage the quarterly territory review process. Responsible for the completion of internal monthly and quarterly business review materials.

• Process Optimization: Identify and implement process improvements to streamline Commercial operations and increase efficiency.

• Commercial Enablement: Manage new team member onboarding, training, continuing education and development. Manage an effective process to ensure winning sales presentations, proposals, RFPs, pitches, Executive Business Reviews, demos, etc.

• Solution Strategy: Manage a team of solution strategist and subject matter experts. Ensure high win-rates through an effective team of solution strategists. Develop and present strong pre-sales ROI analysis to customers.

• Technology Management: Manage and optimize Commercial technology platforms (CRM, analytics tools) to support sales processes and data-driven decision-making. Salesforce, Seismic, Gong, Gainsight.

• Cross-Functional Collaboration: Work closely with marketing, product, finance, and other departments to ensure cohesive strategies and execution.

• Budget Management: Develop and manage the Commercial operations budget, ensuring effective allocation of resources.

• Collaborate with Revenue Leaders to develop, align, and implement regional and/or territory assignments and sales plans, and set and manage quotas and compensation plans
• Partner with FP&A and Commercial Leadership to drive effective forecasting processes and driving predictable sales intelligence
• Lead the development and delivery of training programs, tools, and resources to empower the Commercial team with the skills and knowledge needed to succeed
• Build and implement territory models, total addressable market models and whitespace models leveraging Definitive Healthcare Data and internal financial reporting to provide sales with market insights and key prospects
• Lead the Commercial integration of all acquisitions - SFDC, Reporting, Client Lists, Content Management, Training Curriculum, Territory models, etc.
• Facilitate weekly, monthly and quarterly business reviews
• Work closely with Commercial Leaders to drive go-to-market strategies, and collaborate cross-functionally with Marketing, Finance, and Product to achieve growth goals
• Focus on the productivity of the Commercial teams and envisioning a tooling and systems roadmap for continuous improvement
• Ensure technology infrastructure scales to keep pace with growth
• Manage CRM platform (SFDC) and provide strategic oversight to improve effectiveness and improve sales productivity
• Develop annual bookings budget, quotas and input into sales compensation plans
• Manage the organizations sales pipeline and work with Finance Planning & Analysis to forecast monthly, quarterly and annual sales bookings
• Develop annual operating budget and support the development of sales compensation plans
• Define the strategy, direction and vision for the FinThrive's commercial team development. It oversees the architecture of the onboarding and ongoing learning curriculums for the FinThrive Commercial organization
• Lead a diverse team of proposal managers, designers, writers and training professionals responsible for planning and executing high-quality deliverables for various client touchpoints such as RFP responses, custom proposals, and presentations
• Provide oversight for development and execution of annual National Sales Meeting agenda and curriculum.
• Support effective go-to-market strategy by connecting and communicating information between Commercial, marketing and product teams, including membership on key committees like QMI, Win Loss Insights and our end-to-end portfolio initiatives
• Deliver commercial support and competitive intelligence
• Oversee the BI strategy and team members responsible for Commercial KPI's including Days to Close, Win Rates, Average Deal Size, Funnel Coverage ratios
• Prepare, in accordance with Company's guidelines, an annual budget that supports the strategic plan for the department. Once approved, administer initiatives within budget and scope, determining if a change in direction is needed and best way to implement those changes
• Recommend and oversee process improvements that are scalable and align with FinThrive values from concept to implementation
• Identify and develop high performing colleagues in effort to build future organizational strength
• Communicate with excellent interpersonal and organizational skills
• Lead training and development for Commercial Organization to ensure that processes and tools are adopted effectively, and that maximum productivity can be achieved through ongoing training and maximation of tools
• Adhere to all company policies and procedures including but not limited to those identified within the Standards of Business Conduct and the Colleague Handbook, as may be amended from time to time. Adheres to all applicable laws and regulations and the company's governance/compliance program
• Be responsible for reporting violations of the company's policies and procedures, Standards of Business Conduct, governance program, laws and regulations through the company's Help Line or other mechanism that may be available at the time of the violation. Assists with internal control failure remediation efforts
• Become knowledgeable of internal control responsibilities through training and instruction; be responsible and accountable for internal control performance within their area of responsibility; participate in the internal controls self-assessment process
• Ensure concerns with internal control design or performance and process changes that impact internal control execution are communicated to management
• Possess a full and complete understanding of the internal control requirements within their area of ownership/responsibility, be responsible and accountable for internal control implementation and performance within their area of ownership/responsibility, ensure proper internal control change management protocol is followed

What you will bring

• Bachelor's degree in business, Finance, or related field
• 15+ years of experience in Commercial operations, enablement, or related roles, with a proven track record of executive leadership and building a successful Commercial Operational and Enablement team a B2B SaaS organization
• Strong understanding of Commercial processes, methodologies, and best practices
• Excellent analytical, strategic thinking, and problem-solving skills
• Proficiency in CRM and Commercial analytics tools
• Exceptional communication and interpersonal skills
• Ability to lead and inspire teams in a fast-paced, dynamic environment
• Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods
• Proficiency in Salesforce.com with expertise in leading Salesforce improvement efforts
• Fluency in other systems and sales tools, Prospecting and data tools
• Deep experience with Business Intelligence (BI) applications and reporting
• Demonstrated ability to design and implement sales processes and infrastructure
• Experience with cross-functional collaboration with Finance, Legal, and Marketing
• Demonstrated interpersonal skills, teamwork and collaboration
• Self-starter and independent thinker with the aptitude to work autonomously
• Strong financial acumen
• Excellent written and verbal communication skills, ability to synthesize complex issues and communicate into simple messages
• Display excellent problem-solving skills with all levels of internal and external clients
• Travel: Up to 10% for Internal Meetings

What we would like to see

• MBA
• P&L management experience

• Project management and process improvement experience (Six Sigma / Lean Thinking)