Director, Commercial Operations

About the Role

The Director of Commercial Operations is a senior strategic role at the leadership table of GLG’s Professional Services & Corporate revenue engine, reporting to the Global Head of Commercial Operations. This high-impact individual contributor role will bring deep, proven revenue operations expertise to translate into rigorous processes and strategic insights that directly improve the productivity and efficiency of client-facing professionals. The successful candidate will drive the deployment of a world-class sales methodology within the corporate business and deliver insights across the full client lifecycle—from initial sales engagement through ongoing service delivery.

This leader will shape how GLG operates commercially, influencing territory design, pipeline forecasting, frontline team enablement, and operational rhythms that drive consistent revenue growth. The role offers genuine scope to define the "GLG way" for commercial and service excellence.

Responsibilities

• Revenue Operations Strategic Insights: Transform raw commercial data into strategic intelligence across the client lifecycle. Surface trends, gaps, and growth signals to inform resource allocation, account prioritization, and revenue planning. Build analytical frameworks to support smarter decision-making.
• Pipeline Review & Forecasting: Lead rigorous pipeline reviews, diagnosing deal health, identifying risks, and ensuring forecast accuracy. Establish a forecasting discipline that provides leadership with confidence in revenue projections and enables proactive course-correction. Develop CRM dashboards to support decision-making.
• Business Development Support: Partner with Sales leadership to shape top-of-funnel strategies and reporting that connect early-stage activity to downstream revenue outcomes.
• Account Planning Support: Drive quarterly account planning as a strategic exercise, ensuring plans reflect revenue ambition, are data-grounded, and create clear accountability for growth.
• Territory Design & Management: Design and govern territory structures to maximize revenue coverage and growth potential. Apply revenue operations thinking to balance territories strategically and refine them based on market dynamics and performance data.
• Implement World-Class Sales Methodology: Manage a pilot through 2026 to identify requirements for global deployment in 2027 within the corporate segment.
• Transformation Initiatives: Spearhead Centers of Excellence across the Commercial organization, establishing frameworks, standards, and best practices. Lead the adoption of AI-powered tools to improve commercial performance. Serve as the connective tissue between GTM strategy and operational execution across regions and business segments.
• Performance Management: Support monthly and quarterly business reviews with senior leadership. Own the tracking and interpretation of revenue, pipeline, retention, and operational KPIs.

Requirements

• 10+ years of experience in sales operations, revenue operations, or commercial operations spanning the full client lifecycle—from initial sales engagement through service delivery—with a track record of directly improving frontline productivity and driving revenue outcomes.
• Prior experience owning forecasting, territory design, pipeline governance, or go-to-market strategy in a complex, global sales environment.
• Deep fluency with CRM systems (Salesforce strongly preferred) and analytical tools for pipeline reporting, forecasting models, and territory analytics.
• Exceptional ability to influence without authority, operating as a strategic partner to sales, service, finance, and senior leadership in a matrixed organization.
• Experience operating across both sales and service/client success functions in professional services, B2B, or knowledge-intensive industries is strongly preferred.

Skills

• Revenue Operations Expertise: Proven ability to architect and manage the full RevOps stack—pipeline, forecasting, territory, account planning, and service operations—across the complete client lifecycle. Experience implementing world-class sales methodologies that improve frontline adoption and revenue outcomes.
• Strategic Program Leadership: Experience executing transformation programs with cross-functional impact—from scoping to delivery to sustained adoption.
• Influence & Executive Presence: A credible, trusted partner to sales leaders and senior stakeholders. Thrives in matrixed organizations, driving change, building consensus, and delivering results without direct authority.
• Commercial Acumen: Deep understanding of the full B2B client lifecycle—sales cycles, service delivery, renewal dynamics, and revenue drivers. Knows what good looks like in a high-performing commercial organization.
• Adaptability & Judgment: Comfortable operating in ambiguity, prioritizing ruthlessly, and making sound decisions with incomplete information.
• Technology & Systems Fluency: Power user of Salesforce and other revenue operations tools.

Benefits

• Comprehensive medical, dental, and vision coverage effective on the first day of employment.
• Flexible paid time off with no pre-determined limits, plus 10 company holidays.
• 401(k) and Roth 401(k) plans with an employer match (subject to annual limits & vesting).
• Tuition reimbursement program for eligible courses, including language skills courses.
• Paid parental leave, adoption, and surrogacy reimbursement.
• Free wellbeing support with the Calm app, Maven, and EAP, plus free long-term therapy and counseling assistance through Pathways.
• Additional work perks and benefits based on job location.

Pay

The anticipated hiring base salary range for this role is $121,500—$150,000 USD. Certain roles may also be eligible for incentive compensation. Actual compensation is based on factors unique to each candidate, including skill set, depth of experience, certifications, and specific work location.

About GLG

GLG is the world’s leading platform for trusted human expertise. We connect global decision-makers—from hedge fund managers and private equity partners to strategy leaders at Fortune 500s—with the specific, authoritative voices required to answer their most critical questions. At GLG, you are an extension of our clients' core teams, working at the intersection of industries and global markets to navigate high-stakes challenges across strategic initiatives. Operating within the industry’s most trusted research environment, you’ll help clients capture nuanced perspectives that drive smarter, faster business outcomes. We are a global team of pragmatic problem-solvers who mirror the intensity of the markets we serve.