Senior Director of Commercial Operations – Altivera Medical

Job Description

Senior Director of Commercial Operations

The Senior Director of Commercial Operations is responsible for building and optimizing the infrastructure that drives revenue performance across the commercial organization. This role serves as a strategic partner to Sales leadership (RSDs, DSLs, TMs), ensuring the field is equipped with the insights, tools, and processes needed to win in the market, accelerate growth, and maximize territory performance.

This leader owns the commercial engine behind the number—forecasting, pipeline visibility, sales execution, inside sales, and performance analytics—while driving alignment across Sales, Marketing, Finance, and Operations to ensure consistent, scalable revenue outcomes across all regions.

Competencies & Skills Needed

• Commercial Acumen & Revenue Orientation – Understands the core drivers of revenue across territories, products, and customer segments; connects market dynamics, payer environment, and field activity to actionable strategies that drive growth; consistently prioritizes initiatives that impact revenue performance.
• Sales Execution & Field Enablement – Demonstrates a strong understanding of field operations (RSD/DSL/TM model); builds processes, tools, and insights that enable selling behavior, improve pipeline conversion, and increase productivity; ensures field leaders have clear visibility to inspect and act.
• Analytical Thinking & Data-Driven Decision Making – Translates complex data (pipeline, forecasting, productivity, customer trends) into clear, actionable insights; focuses on leading indicators to proactively influence outcomes; uses data to diagnose issues and drive performance improvements.
• Alignment & Cross-Functional Leadership – Partners effectively across Sales, Marketing, Finance, and Operations to align commercial priorities and drive consistent execution; keeps organizational goals at the center of decision-making; influences without direct authority and builds trust across stakeholders.
• Decision-Making & Strategic Agility – Operates effectively in ambiguity; identifies key issues, evaluates trade-offs, and drives timely, high-impact decisions; balances strategic thinking with execution, ensuring ideas translate into measurable outcomes.
• Customer Focus – Understands customer needs, market expectations, and service dynamics; ensures commercial strategies and processes enhance customer engagement, responsiveness, and long-term value.

Key Responsibilities

Commercial Strategy & Revenue Planning

• Partner with executive and field leadership to drive annual and quarterly revenue planning, including territory design, quota setting, and resource allocation.
• Translate market dynamics, payer trends, and customer behavior into actionable commercial strategies that directly impact revenue performance.
• Identify whitespace, underpenetrated markets, and growth opportunities to expand territory productivity and coverage.

Sales Execution & Field Enablement

• Own and continuously optimize sales process execution including pipeline management, lead flow, conversion rates, and territory alignment.
• Drive full visibility into the funnel, enabling RSDs and DSLs to coach effectively and take action in real time.
• Equip field leadership with clear, actionable performance insights to improve productivity at the territory and rep level.
• Standardize best practices that elevate TM performance, consistency, and speed to revenue.

Inside Sales & Coverage Expansion

• Build and scale an inside sales function that actively contributes to revenue generation, not just support.
• Develop outbound strategies, account penetration plans, and call frameworks that create pipeline and accelerate deal velocity.
• Ensure tight alignment with field teams to maximize territory coverage, lead conversion, and customer engagement.

Commercial Analytics & Performance Insights

• Lead the development of revenue-focused analytics including forecast accuracy, pipeline health, productivity metrics, and order quality.
• Deliver real-time, actionable insights that influence field behavior and drive performance improvement.
• Establish a consistent cadence of reporting that enables leadership to inspect, diagnose, and act quickly.

Compensation & Performance Design

• Design and manage incentive plans that drive the right behaviors and reward revenue-producing activity across Field, Inside Sales, and Commercial Support teams.
• Align compensation structures with territory opportunity, strategic priorities, and growth objectives.
• Oversee performance tracking and payout accuracy, ensuring transparency and trust across the organization.

Systems, Tools & Commercial Infrastructure

• Own the commercial tech stack (CRM, BI tools, communication platforms) to ensure it enables speed, visibility, and execution in the field.
• Drive CRM adoption as a non-negotiable standard, ensuring high-quality data that supports decision-making and forecasting.
• Lead implementation of tools and process improvements that increase selling time and reduce friction for field teams.
• Build scalable playbooks, SOPs, and training resources that drive consistency across regions.

Cross-Functional Commercial Leadership

• Partner with Marketing to ensure lead generation efforts translate into qualified pipeline and revenue impact.
• Collaborate with Supply Chain to align demand planning with field activity and growth expectations.
• Work closely with Finance to ensure accurate forecasting, budgeting, and performance modeling tied to revenue outcomes.

Qualifications

• 7–10+ years of experience in commercial operations, sales operations, or revenue operations within medical device or healthcare environments.
• Proven track record of driving revenue performance through operational strategy, analytics, and field enablement.
• Deep expertise in CRM platforms (Salesforce or similar) and BI tools (Power BI, Tableau, etc.).
• Experience building or leading inside sales teams that contribute directly to pipeline and revenue growth.
• Strong background in forecasting, territory planning, and incentive compensation design.
• Ability to operate at both a strategic and execution level, influencing senior leaders while driving day-to-day performance.