Director/VP, Revenue Operations and Commercial Systems

About the Role

eClinical Solutions helps life sciences organizations around the world accelerate clinical development initiatives with expert data services and the elluminate Clinical Data Cloud – the foundation of digital trials. Together, the elluminate platform and digital data services give clients self-service access to all their data from one centralized location plus advanced analytics that help them make smarter, faster business decisions.

Serve as the business owner of Salesforce and the broader commercial systems environment, establishing it as the trusted source for pipeline, opportunity management, and forecast inputs across the company. This role owns the machinery that produces the forecast — the process, systems, data, definitions, reporting, and governance behind it. The CRO remains accountable for the forecast commitment and sales performance.

Responsibilities

• Serve as the executive business owner of Salesforce and the broader commercial systems environment.
• Define and execute the roadmap for Salesforce and directly related commercial technology.
• Establish Salesforce as the enterprise system of record for commercial execution, forecasting, and operational visibility.
• Direct and hold accountable external implementation and consulting partners.
• Define and govern commercial metric definitions, data standards, forecast categories, and sales stage criteria.
• Drive data quality, governance, and adoption across Sales, Product, Finance, and Customer Success.
• Establish pipeline, opportunity, and data governance standards enforced consistently across the commercial organization.
• Design and own a standardized forecasting methodology and operating cadence.
• Build and maintain a trusted, repeatable board and executive reporting package.
• Improve pipeline visibility, opportunity health tracking, and sales performance analytics.
• Reconcile Salesforce reporting with Finance actuals and resolve discrepancies at the source.
• Partner with Revenue Leadership to continuously improve forecast accuracy and reduce forecast bias.
• Own and prioritize the commercial systems roadmap, sequencing future capabilities against the core reporting and forecasting foundation.
• Evaluate and manage vendors and implementation partners against defined outcomes, not just delivered features.
• Other duties as assigned.

Qualifications

• 10–15+ years in Revenue Operations, Sales Operations, or commercial systems leadership, with direct responsibility for enterprise forecasting and Salesforce.
• Has personally owned an enterprise-wide sales forecasting process end to end.
• Has built and owned board-level and executive commercial reporting.
• Track record of repairing a failed, low-adoption, or poorly governed Salesforce environment.
• Experience reconciling Salesforce/Sales reporting with Finance actuals.
• Has established pipeline, opportunity, and data governance standards.
• Experience managing Salesforce architecture and integrations, including oversight of Salesforce administration.
• Demonstrated ability to change sales management behavior and operating discipline without direct authority.
• Experience managing and holding accountable external implementation or consulting partners.
• Exceptional executive communication skills, with the ability to lead through influence across Sales, Finance, Customer Success, Marketing, and Product.

Preferred Experience

• Selecting or implementing CPQ platforms.
• Experience with AI-enabled workflow automation applied to commercial processes.
• Background in commercial or revenue operations within B2B SaaS, healthcare technology, or clinical/life sciences technology.
• Experience supporting executive steering committees or board-level reporting.

Benefits

eClinical Solutions is a winner of the 2025 Top Workplaces USA Award for Remote Work and has received numerous Top Workplaces Culture Excellence Awards celebrating exceptional company vision, values, and work-life balance. The company fosters an inclusive culture that values diversity and encourages learning, growth, and continuous improvement.

Pay

US Pay Ranges: $180,000 - $220,000 USD