Manager, Commercial Operations
About this role
Position Overview:
We areĀ seekingĀ aĀ strategic, data-drivenĀ leaderĀ with a deep understanding of sales processes, marketing strategies, and customer successĀ to join theĀ GTM OperationsĀ team.Ā TheĀ ManagerĀ of GTM OperationsĀ (EMEA/APAC)Ā is a critical, strategic partner to theĀ VP of Sales in EMEAĀ andĀ APAC.Ā YouĀ will foster collaboration and alignment amongĀ the entire commercial organization including Sales, Customer Success, Marketing, and Partnerships.Ā The ideal candidate will have a provenĀ track recordĀ of building scalable processesĀ andĀ leveragingĀ AIĀ toĀ driveĀ sustained revenue growth.Ā Strong analytical and strategic planning capabilitiesĀ areĀ essential.Ā Ā
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Key Responsibilities:Ā
Ā Commercial Strategy and GrowthĀ
- Partner with theĀ Sales andĀ Finance to develop and operationalize a commercial growth strategy, ensuring alignment betweenĀ pipeline and bookings targets, capacity,Ā headcountĀ andĀ budgetsĀ
- Translate complex data into actionable recommendations forĀ CommercialĀ leadersĀ Ā
- Develop andĀ maintainĀ segmentation models and sales coverage strategies that align to growthĀ objectives, drive focus, andĀ optimizeĀ rep productivityĀ
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Forecasting & Pipeline ManagementĀ
- DriveĀ and evolve the sales forecasting framework,Ā implementing a disciplined, data-driven forecast cadence across all theatres and segmentsĀ
- Utilize Salesforce, GTM tools and data sets (snowflake)Ā to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.Ā
- Leverage AI and machine learning capabilities within the existing data stack (e.g., Snowflake, Salesforce) to enhance forecast accuracy, surface pipeline risk earlier, and automate routine reportingĀ
- Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamicsĀ
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GTM and Sales EfficiencyĀ Ā
- Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)Ā
- Implement a standardized salesĀ methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segmentsĀ
- Build andĀ maintainĀ reporting frameworks, dashboards, and KPIs toĀ provideĀ actionable insights into pipeline health, sales performance, and revenue forecastingĀ Ā
- IdentifyĀ and deploy AI-powered tooling across the sales workflow,Ā such as automated deal scoring, forecasting models, and conversation intelligence,Ā to reduce manual effort and improve rep productivityĀ
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Territory ManagementĀ
- Lead territory design in region, ensuring sales coverage aligns with market opportunities and business objectivesĀ
- ContinuouslyĀ optimizeĀ territory assignments and GTM approaches based on performance data and growth trendsĀ
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Qualifications:āÆĀ
- 5-7+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market OperationsĀ
- Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plansĀ
- DeepĀ expertiseĀ in Salesforce, Outreach, and other GTM tools.Ā
- Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIsĀ
- Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiativesĀ
- Experience designing sales methodologies and commercial processes that scale in B2B SaaSĀ
- Comfort working cross-functionally and influencing without authority,Ā excelling at aligning diverseĀ stakeholdersĀ around common goal.Ā
- High EQ, clear communication skills, andĀ a strong senseĀ of ownershipĀ
#LI-SK2
About Us
Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.Ā
Learn more atĀ diligent.com or follow us onĀ LinkedInĀ andĀ Facebook
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What Diligent Offers YouĀ
- Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
- We care about our people.Ā Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programsĀ to name a few
- We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
- Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.
Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability āāÆto lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.Ā
Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.⯠ To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.
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We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.Ā We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See alsoĀ Diligent's EEO Policy and Know Your Rights.Ā We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.
To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.
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