Head of Commercial Operations
About the role
Mainspring Energy manufactures and delivers fuel-flexible, low-emissions local power solutions. The company is at an inflection point, transitioning from early commercial success to building a scalable, repeatable sales engine. The Head of Commercial Operations will oversee the systems, processes, and performance frameworks that enable the commercial team to operate at its best.
Key Responsibilities
Manage and ensure clear ownership, strong execution, and effective collaboration across the commercial organization.
Directly build and own the Sales Enablement function for Sales, Business Development, and Sales Engineering.
Serve as a strategic partner to the Chief Commercial Officer (CCO) and commercial leadership team, translating growth objectives into operating plans, processes, metrics, and accountability mechanisms.
Build scalable commercial infrastructure that supports a complex, long-cycle, multi-stakeholder sales motion.
Own and manage annual sales operating plans including segmentation, account and opportunity scoring criteria, territory design, and quota allocation aligned to company growth objectives.
Partner with commercial leadership to identify gaps in coverage, conversion, team productivity, and sales process execution.
Forecasting & Pipeline Governance: Proactively lead and continuously improve our structured forecasting process that gives leadership reliable, stage-by-stage visibility into pipeline health and revenue outlook.
Own the commercial inputs to SIOP planning including accurate timing, quantity, and product mixes required from Manufacturing and Development team.
Own and continuously optimize the end-to-end sales process from lead qualification through contract execution and close.
Create segment playbooks, deal frameworks, and process documentation that help the team execute consistently across a complex, long-cycle sales motion.
Create sales enablement and training cadences to ensure up-to-date product knowledge by the sales team.
CRM & Sales Technology: Own Salesforce governance: data integrity, workflow design, system configuration, reporting, and user adoption. Evaluate and manage the broader sales and marketing tech stack, ensuring tools reduce friction and serve the sales motion.
Own and strengthen the business review cadence—pipeline reviews, monthly performance check-ins, quarterly operating reviews—that drives accountability across the commercial organization.
Develop and track the KPIs and dashboards that reflect commercial health; partner with Finance on compensation plan design, modeling, and administration.
Develop and communicate compensation plans and quarterly results in conjunction with sales leadership.
Contracting Support: Develop and manage, with input from legal and finance teams, pre-contracting documents to enable opportunity progression such as term sheets and development services agreements. Build and manage the commercial contracts support function, which is responsible for project managing the contracting process with multiple internal and external stakeholders over a multi-week contracting period.
Qualifications
8-12+ years in Sales Operations, Revenue Operations, or Commercial Operations for a B2B hardware company with $10-500m plus contract values.
Demonstrated experience building or transforming sales ops infrastructure in a complex, multistakeholder B2B environment.
Strong analytical skills with experience in forecasting, pipeline modeling, and BI tools such as Tableau or Power BI.
Bachelor's degree in business, engineering, or a related field.
PREFERRED: Background in energy, cleantech, industrial technology, or capital equipment.
Background in technically complex, long-cycle sales environments.
Experience scaling a sales operations function at a high-growth company.
MBA or other advanced degree.