Director of Commercial Operations

Career Guide

A Director of Commercial Operations helps a company grow revenue by improving how sales and customer teams plan, execute, and measure their work. The role typically owns forecasting, sales process improvement, performance reporting, and cross functional coordination so commercial teams can hit targets efficiently.

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Key Responsibilities

Lead revenue planning and sales forecasting
Set and manage commercial performance metrics
Improve sales processes and operating rhythms
Own pipeline governance and deal review cadence
Partner with Sales leadership on territory and quota design
Manage pricing support and discount governance
Oversee sales tools adoption and CRM data quality
Drive cross functional execution across Sales, Marketing, Finance, and Customer Success
Run quarterly business reviews and executive reporting
Identify growth bottlenecks and implement operational fixes
Build and lead a commercial operations team
Support new product launches with go to market readiness

Top Skills for Success

Revenue Forecasting

Sales Operations

Commercial Strategy

Pipeline Management

Performance Reporting

Territory Planning

Quota Setting

CRM Management

Data Analysis

Business Acumen

Stakeholder Management

Change Management

People Leadership

Pricing Strategy

Contracting Fundamentals

Career Progression

Can Lead To

Vice President of Revenue Operations Vice President of Commercial Operations Chief Revenue Officer General Manager

Head of Sales Operations

Transition Opportunities

Director of Revenue Operations Director of Sales Operations Director of Business Operations Commercial Strategy Director

Director of Go to Market Operations

Common Skill Gaps

Often Missing Skills

Advanced Forecast ModelingPricing GovernanceSales Compensation DesignCRM Data GovernanceExecutive StorytellingCross Functional Program Management

Development SuggestionsStrengthen forecasting through scenario planning and consistent pipeline rules. Build pricing and discount governance with Finance. Learn compensation principles and how incentives drive behavior. Improve CRM hygiene with clear data standards. Practice concise executive updates that focus on risks, actions, and impact.

Market Intelligence Report

Director of Commercial Operations is part of the Business Development category.Explore our market intelligence report to see how AI and hiring demand are shifting for these roles.

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Salary & Demand

Median Salary Range

Entry LevelUSD 140,000 to 185,000

Mid LevelUSD 185,000 to 240,000

Senior LevelUSD 240,000 to 320,000

Growth Trend

Strong demand in software, technology enabled services, and healthcare. Hiring remains steady as companies prioritize predictable revenue, efficient growth, and better forecasting accuracy.

Companies Hiring

Major Employers

SalesforceMicrosoftAmazon Web ServicesGoogleServiceNowWorkdayHubSpotOraclePfizerJohnson and JohnsonUnitedHealth GroupAdobe

Industry Sectors

SoftwareCloud ServicesHealthcareMedical DevicesFinancial ServicesManufacturingBusiness ServicesTelecommunications

Recommended Next Steps

Audit current forecasting accuracy and define a plan to improve it

Create a standard set of commercial metrics and a weekly operating cadence

Map the end to end sales process and prioritize two improvements with clear owners

Improve CRM data quality with required fields and simple validation rules

Partner with Finance to document pricing and discount approval workflows

Build a 90 day roadmap that ties operational work to revenue outcomes