Senior Commercial Director

Accountabilities

• Review strategic customer transactions before presentation, assessing deal structure, identifying commercial risks, and ensuring alignment with account growth strategies.

• Advise Account Executives and Renewals Account Managers on negotiation approaches, concession sequencing, contractual leverage, and multi-year agreement structures.

• Evaluate deal economics, including discounting, licensing models, contract duration, and expansion mechanisms, to protect long-term commercial value.

• Identify cross-selling, upselling, and account expansion opportunities within existing customer agreements.

• Act as a strategic link between Sales, Finance, Legal, and Operations, helping resolve competing priorities and facilitating effective commercial decisions.

• Partner with Finance and Revenue Recognition teams to ensure proposed deal structures meet margin expectations and revenue recognition requirements before commitments are made.

• Translate complex contractual provisions into clear commercial implications for Sales teams and communicate business considerations effectively to Legal stakeholders.

• Escalate transactions requiring executive-level judgment to the Chief Business Officer (CBO), presenting clear recommendations and proposed courses of action.

• Monitor deal quality, margin realization, and commercial risk indicators across the Strategic Accounts portfolio.

• Champion the adoption of AI tools to improve contract analysis, deal evaluation, commercial modeling, and negotiation preparation.

• Help establish a consistent commercial review process that improves transaction quality while maintaining deal velocity.

• Contribute to the evolution of the commercial excellence function, with potential opportunities for future team leadership as the operating model develops.

Requirements:

• Bachelor's degree or equivalent professional experience.

• At least 7 years of experience in enterprise software or SaaS, particularly in commercial strategy, deal strategy, or strategic finance roles involving complex contract negotiations.

• Demonstrated ability to assess and restructure deal economics, including discounts, multi-year terms, licensing structures, and upsell mechanisms, with a focus on long-term value creation.

• Working knowledge of enterprise software agreements, including mergers and acquisitions (M&A) and divestiture clauses, revenue recognition implications, and contractual risk provisions.

• Proven ability to operate effectively across Sales, Finance, Legal, and Operations at a senior level.

• Confidence and credibility when engaging with C-suite executives and senior Finance and Legal stakeholders on both sides of a negotiation.

• Strong commercial judgment, analytical capabilities, and negotiation advisory skills, with the ability to challenge deal assumptions and recommend alternatives.

• Comfortable using generative AI tools such as Claude and Microsoft Copilot to accelerate contract analysis, deal modeling, and negotiation preparation.

• Ability to critically assess AI-generated outputs before using them in high-stakes commercial decisions or customer-facing materials.

• Commitment to staying current with emerging AI capabilities and applying them responsibly to improve productivity and work quality.

• Willingness to travel internationally or domestically as required, with expected travel of less than 10%.

• Preferred: Experience in Commercial Excellence, Deal Strategy, or Revenue Strategy within an enterprise software or SaaS organization.

• Preferred: Familiarity with renewal and expansion strategies in businesses focused on net revenue retention.

• Preferred: Experience in a private equity-backed or high-growth publicly listed SaaS environment.

• Preferred: Exposure to account-based selling models and strategic account planning frameworks.

Benefits:

• Competitive compensation; the specific salary range for this position is not disclosed in the job description.

• Remote work opportunity, as indicated by the remote role designation.

• Opportunity to work in an AI-first environment where generative AI tools are integrated into everyday workflows.

• Senior-level individual contributor position with visibility to executive leadership.

• Potential to contribute to the development of a growing commercial excellence function, with possible future team leadership opportunities.

• Travel requirements of less than 10%.