Commercial Excellence Manager

Company Profile

At INSCALE, we drive success by pairing clients with best-fit talents, fostering mutual growth and lasting partnerships.

We serve as a bridge between forward-thinking companies and exceptional talent, strategically placed in our locations where their contributions deliver the highest value.

INSCALE overcomes one of the most pressing challenges organizations face today: accessing top-tier IT professionals. We address the critical challenges of attracting, hiring, and retaining top-tier IT professionals.

INSCALE specializes in Client-Integrated Teams at our Tech Hubs and supplementary services like Tech Recruitment, Remote Teams and Time-limited Talents. With our engagement models, we tailor solutions to meet each client’s unique needs, enabling them to scale their tech organizations effectively.

We build teams where clients and tech talents choose each other, fostering strong commitment and a deep sense of belonging.

We align tech talents and clients on mission, skills and culture, empowering tech talents to have a long-term collaboration and envision a career growth with the client.

For more information, visit https://www.inscale.net

Job Responsibilities

We are looking for a Commercial Excellence Manager to drive scalable revenue growth, improve commercial performance, and optimize sales and CRM systems within INSCALE.

This can be a person that’s worked with Sales Excellence and ready to take a larger responsibility. The person must be able to take a leadership role without having the formal role.

The person will work as a bridge between the outside (clients and markets) with inside (the sales machine-room in Skopje), and understand how this can work with an Account Manager, Sales and Marketing.

This role is highly cross-functional, sitting at the intersection of Sales, Marketing, and Operations, with a strong focus on data-driven growth, CRM optimization, market expansion, and commercial process excellence. Commercial Excellence Manager will have strong focus on implementing and optimizing newly developed commercial engine – HubSpot.

The ideal candidate is proactive, commercially sharp, and experienced in B2B sales environments, with a strong background in CRM systems and revenue operations. Experience in IT services is a strong advantage.

The position will evolve and the client must be motivated by this. The candidate must have strong communications skills and a natural interest in understanding customers.

Key Responsibilities:

Revenue & Commercial Excellence

• Own and improve end-to-end commercial performance across sales and marketing.
• Analyze revenue trends, pipeline health, win rates, and conversion metrics.
• Identify growth opportunities in existing and new markets.
• Define and track commercial KPIs across the organization.
• Support leadership with data-driven insights for strategic decisions.

CRM Ownership & Optimisation

• Act as key owner or super-user of CRM systems (HubSpot).
• Optimise CRM structure, workflows, data quality, and reporting dashboards.
• Improve sales pipeline visibility and forecasting accuracy.
• Implement best practices for lead management, deal tracking, and segmentation.
• Ensure CRM is effectively used across Sales, Marketing, and Delivery teams.

Growth & Market Expansion

• Proactively identify and support entry into new geographic markets and industry verticals.
• Conduct market and competitor analysis to support expansion strategies.
• Collaborate with Marketing to shape go-to-market strategies and campaigns.

Sales & Marketing Collaboration

• Work closely with Marketing to align demand generation and lead conversion strategies.
• Improve lead-to-opportunity and opportunity-to-close conversion rates.
• Ensure smooth handover processes between Marketing, Sales and Delivery.
• Contribute to sales enablement materials and commercial messaging.

Reporting & Analytics

• Build dashboards and reporting frameworks for leadership visibility.
• Provide insights on pipeline performance, revenue forecasting, and market trends.
• Identify bottlenecks in sales and marketing funnels and propose improvements.

Qualifications

• 5+ years of experience in B2B sales, revenue operations, commercial excellence, CRM management, or growth roles.
• Strong experience working with CRM systems (HubSpot or Salesforce)
• Experience working cross-functionally with Sales, Marketing and Delivery teams.
• Strong experience developing scalable business processes and systems to support a rapidly growing organization
• Experience in IT outsourcing, software development services, or tech consulting.

Soft Skills:

• Friendly, approachable, and genuinely interested in building relationships with others
• Strong ability to understand different perspectives and adapt communication accordingly
• Creative and solution-oriented, with a proactive approach to problem-solving
• Able to follow established processes while exercising sound judgment and adapting when circumstances require it
• Excellent communication and interpersonal skills
• Strong analytical skills, with the ability to interpret sales and marketing data
• Ability to translate data and insights into actionable commercial strategies
• Strong business acumen and structured thinking
• Excellent organizational and time-management skills
• Ability to work independently and effectively manage multiple projects simultaneously
• Fluency in Danish is required
• English proficiency is required

Education

• A degree in Marketing, Business, or a related field is preferred, but relevant experience is considered equally important.

What we offer:

• Hybrid work model: combining remote work with regular on-site collaboration.
• Office Location: Åbogade 13-15, INCUBA Next (Katrinebjerg environment).
• Health Coverage: Medical and health insurance
• Skill Development: Ongoing training programs, professional courses, and tech field expertise building.
• International Environment: Collaboration within a diverse, global network connecting tech talent with long-term client projects.