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 Fortive Corporation Overview Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care. We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating. Fortive: For you, for us, for growth. About Industrial Scientific Industrial Scientific designs and manufactures gas detection products and solutions that protect workers from hazardous conditions around the world. Since our beginnings in 1985, we have pioneered numerous technologies, including the first 3-gas detector, 6-gas detector, wireless gas detector, and even the first gas detector to be included on a NASA space shuttle.Today, we continue to innovate and expand our hardware and software offerings to equip the connected workers of the future. Our latest solutions make it possible to see and respond to hazards in real time, bringing us one step closer to our vision of ending death on the job by 2050. We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected]. Bonus or Equity This position is also eligible for bonus as part of the total compensation package. Pay Range The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 204600 - 380600