Note: The job is a remote job and is open to candidates in USA. Picarro is the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. As the Senior Director of Sales Operations & Commercial Excellence, you will define and lead the company’s commercial operating model, ensuring operational rigor and driving scalable revenue growth.
Responsibilities
- Define and evolve the company’s end-to-end commercial operating model
- Establish scalable frameworks that support enterprise sales execution and long-term bookings growth
- Partner with executive leadership to align commercial strategy with company growth objectives
- Establish governance across deal structure, pricing, and approvals
- Ensure consistency and quality in commercial agreements
- Partner with Legal, Finance, and Sales leadership to optimize contract frameworks and approval processes
- Drive operational rigor across pipeline, bookings, and RPO tracking
- Ensure accurate forecasting inputs and alignment with Finance
- Provide executive-level visibility into performance and risk
- Build and optimize proposal development processes to improve speed and quality
- Enable efficient cross-functional coordination for complex deals
- Set the vision for CRM and commercial systems to support scale
- Ensure data integrity and deliver actionable insights to inform decision-making
- Elevate reporting from operational metrics to strategic business insights
- Serve as a key partner across Sales, Finance, Legal, Product, and Customer Success
- Ensure alignment across commercial processes, systems, and objectives
- Build, develop, and scale a high-performing Sales Operations and Commercial Excellence team
- Establish a culture of accountability, operational discipline, and continuous improvement
Skills
- 10+ years of experience in Sales Operations, Revenue Operations, or related leadership roles
- Proven track record of building and scaling commercial operations in a growth-stage or enterprise environment
- Deep experience with deal structuring, pricing, and commercial contract governance
- Strong executive presence with the ability to influence senior stakeholders
- Experience leading high-performing teams in complex, fast-paced organizations
- Strong analytical and data-driven decision-making capabilities
- Experience with CRM, ERP, and sales analytics ecosystems
- Experience supporting global sales organizations
- Background in industrial, hardware, or technical B2B environments
- Track record of driving transformation or operational scale in a high-growth company
Benefits
- Medical, Dental, and Vision insurance
- Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
- Life, Short-Term Disability, and Long-Term Disability Insurance
- Paid Time Off and Paid Holidays
- Employee Referral Program
- 401K
- Social events (summer picnic, holiday party, team lunches, etc.)
- On-site Health & Wellness programs (fitness challenges, outdoor bootcamp, flu-shots, etc.)
Company Overview
Picarro produces gas analyzers for a variety of markets, including atmospheric science, greenhouse gas measurement, air quality, and others. It was founded in 1998, and is headquartered in Santa Clara, California, USA, with a workforce of 201-500 employees. Its website is http://www.picarro.com.