Director - Commercial Growth & Revenue Operations

Overview

We are seeking a strong commercial strategist, operator, and culture-setting leader to guide the next phase of our growth engine. 

The Director of Commercial Growth & Revenue Operations will unify marketing, proposals, sales operations, analytics, and design into a coordinated, intelligence-driven commercial organization. This role is responsible for ensuring we engage customers cohesively across their journey — operating from shared data, shared priorities, and shared accountability. 

This leader will assess our current commercial foundation — processes, systems, reporting, and workflows — and elevate it into a disciplined, signal-led go-to-market engine that drives measurable revenue growth. 

Beyond systems and process, this role sets the tone for operational rigor, collaboration, belonging, and performance. The Director will oversee all India-based commercial teams and partner closely with US commercial leadership to ensure clarity, cohesion, and sustained impact across the full revenue lifecycle. 

Core Mandate

Unite the operational teams responsible for commercial growth and drive revenue performance through sharper intelligence, stronger alignment, , and disciplined measurement, leveraging currently available data and solutions while supporting with recommendations and prioritization of optimization opportunities. 

This role is accountable for turning commercial insight into action and action into revenue. 

Key Deliverables

1. Assess and Elevate the Commercial Operating Model 

• Evaluate current funnel structure, handoffs, ownership clarity, and process efficiency 
• Identify structural gaps across marketing, sales, design, and proposal workflows 
• Improve pipeline velocity, conversion rates, and forecast reliability 
• Implement operating rhythms that drive transparency, discipline, and decision velocity 
• Ensure commercial functions operate around shared revenue priorities and customer journey visibility 

2. Intelligence & Measurement Ownership 

• Own commercial performance measurement across the full revenue lifecycle 
• Establish clear revenue KPIs and leading indicators tied to growth goals 
• Lead win/loss analysis and cross-commercial learning loops 
• Integrate CRM, marketing automation, engagement, and proposal data into actionable intelligence 
• Identify where commercial investment is driving value — and where it is not 
• Ensure reporting drives behavior change and smarter decision-making 

3. Intelligence-Driven GTM & Account Strategy 

• Build a structured approach to account prioritization and buying-stage identification 
• Strengthen signal-based targeting and account-based growth frameworks 
• Align marketing and sales around account intelligence and engagement sequencing 
• Improve expansion and cross-sell visibility 
• Translate commercial data into strategic guidance for leadership 

4. Revenue Infrastructure & Systems Leadership 

• Oversee CRM, marketing automation, proposal systems, and reporting infrastructure 
• Improve data integrity, hygiene, and operational consistency 
• Streamline workflows to remove friction and reduce unnecessary manual work 
• Evaluate and implement tools (including AI and emerging technologies) that improve efficiency and visibility 
• Introduce best practices that modernize how we operate commercially 

5. Leadership of India-Based Commercial Teams 

• Lead and develop Marketing, Proposals, Sales Operations, and Design teams 
• Build a culture of ownership, clarity, and mutual support 
• Create an environment where teams feel empowered, connected, and accountable 
• Strengthen collaboration across India and US stakeholders 
• Balance performance standards with team engagement and belonging 

6. Partner & Consulting Team Enablement 

• Establish frameworks that make commercial functions a true enabler to Partners and consulting teams 
• Improve proposal responsiveness, quality, and strategic alignment 
• Reduce friction for consulting leaders engaging in business development 
• Ensure commercial operations enhance — not burden — revenue-generating teams 

7. Continuous Optimization & Efficiency 

• Identify bottlenecks and redundant work across commercial functions 
• Introduce experimentation frameworks to improve performance 
• Incorporate AI and emerging best practices to streamline workflows 
• Drive smarter allocation of commercial resources 

What Success Looks Like 

 

• Sustained revenue growth supported by a disciplined, scalable GTM engine 
• Clear visibility into pipeline health, forecast accuracy, and commercial ROI 
• Improved conversion rates and reduced friction across the customer journey 
• Marketing, sales, proposals, and design operating from shared intelligence 
• Commercial teams functioning as a cohesive, high-performing unit with strong culture and engagement 
• Partners and consulting teams feel supported, not slowed down, by commercial operations 

Qualifications 

• 10+ years in Revenue Operations, Commercial Operations, or GTM leadership within consulting, professional services, or B2B environments 
• Demonstrated success scaling revenue infrastructure and driving measurable growth impact 
• Strong expertise in CRM, marketing automation, analytics, and reporting systems 
• Proven experience leading cross-functional, global teams 
• Experience implementing signal-based or account-based GTM models 
• Strong executive presence and ability to influence senior stakeholders 

Preferred: 
• Experience in life sciences, consulting, or analytics-driven services 
• Experience introducing AI and modern commercial tooling into operations 
• Experience building intelligence-led performance cultures 

Leadership Profile 

We are looking for a leader who: 

• Thinks like a commercial systems architect 
• Takes ownership of outcomes — not just processes 
• Raises the bar on rigor while building trust and belonging 
• Connects strategy, data, and execution seamlessly 
• Is comfortable challenging inefficiencies and driving change 
• Brings energy, curiosity, fun and a bias toward measurable impact 

Someone who team members can come to openly with their challenges and meet a thought partner