Director, Commercial Operations & Enterprise Accounts

The Director, Commercial Operations & Enterprise Accounts is a senior commercial leader responsible for designing and executing the company’s enterprise go-to-market engine. This role integrates enterprise business development, channel strategy, and revenue operations into a unified, data-driven system that drives predictable, scalable revenue growth. Reporting to the Vice President Commercial, this leader will operate as a strategic partner to commercial leadership, translating growth strategy into execution across sales, marketing, and customer success. This role carries enterprise-wide influence, leads cross-functional initiatives, and is accountable for delivering measurable commercial outcomes aligned to near and long-term objectives. Key Responsibilities 1. Enterprise Growth Strategy & Execution Define and execute enterprise account growth strategies, including new logo acquisition and strategic expansion within key accounts Lead and scale enterprise business development teams, driving pipeline creation in priority verticals Identify new markets, partnerships, and routes-to-market to accelerate long-term growth Align enterprise strategy with corporate policy deployment and growth objectives 2. Channel Strategy & Performance Own enterprise channel strategy (distributors, partners, national accounts) Design scalable channel frameworks to drive revenue growth, coverage, and customer penetration Establish governance, performance metrics, and incentives to optimize channel contribution Partner cross-functionally to align channel strategy with product, pricing, and customer needs 3. Revenue Operations Leadership Build and lead a unified revenue operations capability spanning: Pipeline management Forecasting & analytics Territory planning & account segmentation Sales process and productivity Deliver accurate forecasting, performance insights, and operational rigor to improve decision-making Design and implement scalable systems, tools, and processes that improve sales effectiveness, being a visible champion and change agent for AI solutions 4. Fortive Business System (FBS) Leadership Apply FBS principles to drive continuous improvement, standard work, and operating discipline across the commercial teams Lead kaizen initiatives to improve commercial processes, data accuracy, and execution speed Establish operating rhythms (daily/weekly/monthly) tied to performance metrics and accountability Act as a change agent, embedding data-driven decision-making and operational excellence across the organization 5. Cross-Functional Leadership Partner with Sales, Marketing, Customer Success, Product, and Finance leaders to align strategy and execution Act as a trusted advisor to senior leadership on growth strategy, performance, and investment prioritization Influence decisions across a matrixed organization with high executive visibility 6. Team Leadership & Talent Development Build, lead, and develop high-performing teams across: Enterprise business development Channel management Sales / revenue operations Establish clear goals, accountability, and performance management frameworks Develop next-generation commercial leaders aligned to Fortive leadership expectations Drive a culture of ownership, continuous improvement, and results Qualifications Required: 10+ years of experience across enterprise sales, business development, channel management, and sales/revenue operations Proven track record driving revenue growth and scaling commercial systems Experience leading cross-functional teams in a matrixed environment Strong analytical and data-driven decision-making capability Preferred: Experience integrating sales, marketing, and customer success into a unified revenue model Familiarity with CRM platforms (e.g., Salesforce), analytics tools, and AI applications in commercial workflows Experience in industrial, B2B, or technology-enabled solutions environments MBA or equivalent advanced business experience