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Sales & Business Development
The Commercial Director leads the company’s business growth, revenue generation, and commercial strategy. This role oversees sales, business development, marketing, pricing, customer retention, and strategic partnerships. The Commercial Director aligns internal operations with market demand to drive sustainable revenue growth, expand market share, and maximize enterprise profitability.
Strategic Planning & Revenue Growth Formulate and execute comprehensive commercial strategies aligned with organizational objectives and long-term targets. Identify, assess, and execute new market opportunities, product expansions, and vertical penetration strategies. Own and deliver on overall company revenue, gross margin, and profitability targets. Monitor market trends, industry regulations, and competitor movements to anticipate market shifts and maintain competitive advantage. Sales, Business Development & Partnerships Direct high-level sales operations, enterprise client acquisition, and key account management programs. Negotiate high-value commercial agreements, master service agreements (MSAs), and strategic alliances. Establish clear sales targets, quota structures, commission models, and performance metrics across teams. Develop strategic channel partnerships, joint ventures, and distribution networks. Pricing, Financial Oversight & Margin Optimization Establish dynamic, data-driven pricing models, discount governance, and commercial packaging to maximize gross margins. Oversee commercial budgets, revenue forecasting, cost of sales (CoS), and customer acquisition costs (CAC). Partner with the CFO and Finance team to track key commercial metrics, including Lifetime Value (LTV), margin progression, and pipeline health. Marketing & Brand Commercialization Align marketing and demand-generation initiatives with sales pipeline requirements to drive qualified leads. Oversee brand positioning, value proposition refinement, and go-to-market (GTM) launches for new products and services. Ensure marketing ROI through attribution modeling and performance analytics. Team Leadership & Organizational Development Lead, mentor, and scale cross-functional commercial teams across sales, marketing, partnerships, and customer success. Instill a performance-driven culture emphasizing accountability, cross-collaboration, and continuous skill development. Implement structured commercial toolkits, modern CRM systems, and revenue operations (RevOps) frameworks. Key Performance Indicators (KPIs) Annual Recurring Revenue (ARR) / Gross Revenue Growth: Year-over-year top-line expansion against budgeted targets. Profitability & Gross Margins: Attainment of margin thresholds across product lines and accounts. Customer Acquisition Cost (CAC) & LTV:CAC Ratio: Efficiency of commercial spend in acquiring sustainable business. Pipeline Health & Conversion Rate: Velocity and close rates across enterprise sales pipelines. Net Revenue Retention (NRR) & Churn Rate: Expansion and retention of the existing customer base.
Professional Experience: 10+ years of progressive commercial experience, with at least 5 years in an executive or senior commercial leadership role (e.g., Head of Sales, Commercial Director, VP of Revenue). Track Record: Documented success in driving commercial growth, expanding into new territories, and managing multi-million-dollar revenue targets. Contract Negotiation: Extensive experience negotiating complex, high-stakes commercial contracts with enterprise stakeholders and C-suite executives.