Commercial Director, Adaptive ERP

About the role

This is a rare role for a commercially sharp, process-obsessed operator who wants to sit at the centre of a high-performing enterprise software business. As Commercial Director, you will be the right hand of the General Manager — the person who ensures the business runs with discipline, that every forecast is defended with evidence, and that no deal, pipeline risk, or process gap goes unaddressed.

Responsibilities

• Support the end-to-end forecasting process for the QAD ERP business from pipeline entry through to committed revenue, ensuring every number is earned, not assumed, before it reaches the GM or investors.
• Build and maintain forecast models that give the GM real-time visibility into revenue risk, upside, and coverage ratios across segments, geographies, and product lines.
• Partner with Finance to align commercial forecasts with financial plans, ensuring the business operates from a single source of truth.
• Act as the operational backbone of the commercial team supporting the processes by which deals are qualified, reviewed, escalated, and closed, and ensuring consistent adherence across the Sales organization.
• Provide regularly updated, commercially grounded feedback on pipeline quality, ICP fit, and campaign effectiveness as measured by deal outcomes, not lead volume alone.
• Design and maintain the commercial reporting framework for the GM — weekly operating reports, board-ready pipeline summaries, and ad hoc analytical requests completed with accuracy and speed.
• Lead analysis of win/loss patterns and competitive positioning, translating findings into actionable recommendations for Sales, Marketing, and Product.

Qualifications

• You are comfortable at the most granular level of a deal and the most strategic level of a business — and you know when to operate at each.
• You have a deep understanding of enterprise software sales cycles — how deals are won and lost, what a healthy pipeline looks like, and where the common failure modes sit.
• You can build a forecast model, validate every assumption within it, and tell a story from the numbers that is both honest and actionable under pressure.
• You have experience with formal sales methodologies (MEDDIC, MEDDPICC, Force Management or similar) and know how to embed them operationally, not just conceptually.
• You do not accept vague process or inconsistent execution — you design systems that work and hold people to them with respect and persistence.
• You are energised by the detail by clean CRM data, by rigorous stage definitions, by supporting forecast calls with analysis that is thorough enough to withstand challenge and accurate enough to be trusted.
• You have built or significantly improved commercial operating processes in a previous role and can point to measurable outcomes as a result.
• You understand what it means to work in a private equity-backed business: the cadence of reporting, the expectations around performance, the scrutiny of assumptions, and the urgency of execution.
• You are commercially fluent enough to represent the business credibly in investor reviews and board settings without the GM needing to hold your hand.
• You have the gravitas to challenge Sales leaders when the forecast is not credible, and the communication skills to align Marketing and Sales around shared goals.
• You are a builder of relationships as well as processes the people you work with trust you because you are rigorous, fair, and always focused on the outcome rather than the credit.
• You can operate as a true partner to the GM: anticipating what they need, flagging what they have not yet seen, and acting decisively in their absence.
• You are intrinsically motivated by building something that works, a forecast that is trusted, a process that sticks, a business that performs against its plan.
• You take ownership of problems that are not technically yours to solve, because you care about the outcome more than the organisational boundary.
• You have the relevant experience: 8–15 years of commercial experience in enterprise software, SaaS, or ERP environments — with meaningful time in sales operations, commercial finance, or a Chief of Staff / Commercial Director type role.
• You have a proven track record of supporting and improving forecasting accuracy in a multi-million dollar ARR business, with direct ownership of the data and the story behind it.
• You have direct experience working alongside senior Sales leadership (VP or above) in a high-growth or transformational context, ideally including a new hire onboarding period.
• You are familiar with ERP, manufacturing software, or supply chain technology and able to learn a complex domain quickly.
• You have experience in a PE-backed or similarly performance-driven environment.
• You have advanced proficiency in Salesforce CRM, Excel or Google Sheets modelling, and business intelligence / reporting tools.
• You have a degree-level education or equivalent professional experience; MBA, finance qualification, or revenue operations background is an advantage.