Senior Commercial Director
- Compensation
- Not disclosed
- Location
- US
- Work setup
- Remote
- Seniority
- Senior
- Employment
- Full time
- Experience
- 7+ years
- Category
- Not specified
- Posted
Skills
Must have
- Bachelor's degree or equivalent professional experience.
- At least 7 years of experience in enterprise software or SaaS, particularly in commercial strategy, deal strategy, or strategic finance roles involving complex contract negotiations.
- Demonstrated ability to assess and restructure deal economics, including discounts, multi-year terms, licensing structures, and upsell mechanisms, with a focus on long-term value creation.
- Working knowledge of enterprise software agreements, including mergers and acquisitions (M&A) and divestiture clauses, revenue recognition implications, and contractual risk provisions.
- Proven ability to operate effectively across Sales, Finance, Legal, and Operations at a senior level.
- Confidence and credibility when engaging with C-suite executives and senior Finance and Legal stakeholders on both sides of a negotiation.
- Strong commercial judgment, analytical capabilities, and negotiation advisory skills, with the ability to challenge deal assumptions and recommend alternatives.
- Comfortable using generative AI tools such as Claude and Microsoft Copilot to accelerate contract analysis, deal modeling, and negotiation preparation.
- Ability to critically assess AI-generated outputs before using them in high-stakes commercial decisions or customer-facing materials.
- Commitment to staying current with emerging AI capabilities and applying them responsibly to improve productivity and work quality.
- Willingness to travel internationally or domestically as required, with expected travel of less than 10%.
- Preferred: Experience in Commercial Excellence, Deal Strategy, or Revenue Strategy within an enterprise software or SaaS organization.
- Preferred: Familiarity with renewal and expansion strategies in businesses focused on net revenue retention.
- Preferred: Experience in a private equity-backed or high-growth publicly listed SaaS environment.
- Preferred: Exposure to account-based selling models and strategic account planning frameworks.
Full description
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Commercial Director based in the United States.
The Senior Commercial Director will serve as a senior commercial advisor for strategic enterprise customer relationships, helping ensure complex transactions deliver sustainable business value. This is a senior individual contributor role focused on deal strategy, commercial structure, and risk assessment rather than direct selling. You will review high-value deals before they reach customers, guide account teams through negotiations, and help optimize pricing, contract terms, and long-term growth opportunities. Working across Sales, Finance, Legal, and Operations, you will bring executive-level judgment to critical commercial decisions. You will also help strengthen commercial excellence through data-driven insights and AI-enabled workflows. This is an opportunity to influence strategic account performance within a global, AI-first enterprise software environment.
Accountabilities
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Review strategic customer transactions before presentation, assessing deal structure, identifying commercial risks, and ensuring alignment with account growth strategies.
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Advise Account Executives and Renewals Account Managers on negotiation approaches, concession sequencing, contractual leverage, and multi-year agreement structures.
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Evaluate deal economics, including discounting, licensing models, contract duration, and expansion mechanisms, to protect long-term commercial value.
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Identify cross-selling, upselling, and account expansion opportunities within existing customer agreements.
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Act as a strategic link between Sales, Finance, Legal, and Operations, helping resolve competing priorities and facilitating effective commercial decisions.
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Partner with Finance and Revenue Recognition teams to ensure proposed deal structures meet margin expectations and revenue recognition requirements before commitments are made.
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Translate complex contractual provisions into clear commercial implications for Sales teams and communicate business considerations effectively to Legal stakeholders.
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Escalate transactions requiring executive-level judgment to the Chief Business Officer (CBO), presenting clear recommendations and proposed courses of action.
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Monitor deal quality, margin realization, and commercial risk indicators across the Strategic Accounts portfolio.
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Champion the adoption of AI tools to improve contract analysis, deal evaluation, commercial modeling, and negotiation preparation.