Director, Commercial Operations – Enterprise Accounts
Job Description:
- Define and execute enterprise account growth strategies, including new logo acquisition and strategic expansion within key accounts
- Lead and scale enterprise business development teams, driving pipeline creation in priority verticals
- Identify new markets, partnerships, and routes-to-market to accelerate long-term growth
- Align enterprise strategy with corporate policy deployment and growth objectives
- Own enterprise channel strategy (distributors, partners, national accounts)
- Design scalable channel frameworks to drive revenue growth, coverage, and customer penetration
- Establish governance, performance metrics, and incentives to optimize channel contribution
- Partner cross-functionally to align channel strategy with product, pricing, and customer needs
- Build and lead a unified revenue operations capability spanning: Pipeline management, Forecasting & analytics, Territory planning & account segmentation, Sales process and productivity
- Deliver accurate forecasting, performance insights, and operational rigor to improve decision-making
- Design and implement scalable systems, tools, and processes that improve sales effectiveness, being a visible champion and change agent for AI solutions
- Apply FBS principles to drive continuous improvement, standard work, and operating discipline across the commercial teams
- Lead kaizen initiatives to improve commercial processes, data accuracy, and execution speed
- Establish operating rhythms tied to performance metrics and accountability
- Act as a trusted advisor to senior leadership on growth strategy, performance, and investment prioritization
- Influence decisions across a matrixed organization with high executive visibility
- Build, lead, and develop high-performing teams across: Enterprise business development, Channel management, Sales / revenue operations
Requirements:
- 10+ years of experience across enterprise sales, business development, channel management, and sales/revenue operations
- Proven track record driving revenue growth and scaling commercial systems
- Experience leading cross-functional teams in a matrixed environment
- Strong analytical and data-driven decision-making capability
- Experience integrating sales, marketing, and customer success into a unified revenue model
- Familiarity with CRM platforms (e.g., Salesforce), analytics tools, and AI applications in commercial workflows
- Experience in industrial, B2B, or technology-enabled solutions environments
- MBA or equivalent advanced business experience
Benefits:
- We Are an Equal Opportunity Employer
- Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].