Global Head of Revenue Operations & Commercial Excellence

Job Title: Global Head of Revenue Operations & Commercial Excellence Location: Anywhere in Europe Working Model: Hybrid (flexible, depending on candidate location) Reports to: Executive Committee (ExCo) Department: Commercial/Sales Seniority Level: Executive Leadership / Senior Leadership Travel Requirements: Based on the business need (occasionally) Global Head of Revenue Operations & Commercial Excellence WHO IS SA.GLOBAL sa.global, a global Microsoft partner, specializes in delivering AI-powered, cloud-based solutions tailored for service-centric organizations such as architecture and engineering, legal, consulting, software services, accounting, and homebuilding. We help over 800,000 Microsoft Dynamics users across 80 countries to deliver operational excellence and financial performance for their organizations. An 13-time winner of the coveted Microsoft Dynamics Partner of the Year Award, sa.global is also a part of Microsoft’s elite Inner Circle. Established in 1990, we are now a 700+ member strong global organization with a presence in 22+ countries. For more information about sa.global, please click www.saglobal.com. ROLE PURPOSE This is a newly created, high-visibility leadership role with the mandate to define and scale the future of our global commercial operating model. As Global Head of Revenue Operations & Commercial Excellence, you will bring together strategic ownership of CRM, sales operations, commercial governance, revenue forecasting, Microsoft partner compliance, and incentive management — creating a more connected, data-driven, and scalable approach to growth. You will have the opportunity to shape how a transforming and ambitious organization goes to market, improve commercial discipline, and accelerate sustainable growth. Working closely with the Executive Leadership Team, CFO, and business leaders across the organization, you will establish the processes, insights, and capabilities that enable our commercial teams to perform at their best. This is a unique opportunity to build the foundation of a world-class commercial engine — empowering teams to focus on customers, growth, and long-term success while ensuring the organization operates with clarity, consistency, and excellence. WHO THRIVES IN THIS ROLE You are someone who finds satisfaction in making the machine work. You care about data integrity, process consistency, and operational reliability — not because you enjoy bureaucracy, but because you understand that disciplined commercial operations are what allow a sales organization to scale without breaking. You are comfortable operating across multiple stakeholders and geographies without direct authority over most of them. You know how to influence through clarity, structure, and the quality of the data and processes you put in front of people. You do not need to own the strategy to have a significant impact on how it lands in market. You have a strong bias toward automation and efficiency — you actively look for ways to replace manual reporting with system-driven insight and are energized, not threatened, by the opportunity to embed AI into revenue operations workflows. You are pragmatic about change: you know that a new process only works if people adopt it, and you invest the time to make that happen. If you want a role where operational excellence directly enables commercial growth — and where you build the infrastructure that an ambitious, transforming organization runs on — this is the right role for you. KEY ACCOUNTABILITIES • Sales Operations & CRM Governance: Own the end-to-end sales operations function, including CRM system integrity, pipeline governance, deal stage discipline, and process adherence. Ensure the commercial infrastructure provides a single, reliable source of truth for pipeline, forecasting, and revenue reporting across all entities and verticals. • Revenue Forecasting & Commercial Reporting: Own the forecasting cadence, methodology, and accuracy standards. Deliver consolidated revenue forecasts to ExCo and the CFO, ensuring alignment between pipeline data, financial targets, and capacity planning. Surface risks, gaps, and trends early enough to enable intervention. • Pricing, Discount Governance & Commercial Compliance: Own the group pricing framework, discount approval processes, and commercial contract review from an operational standpoint. Ensure deal pricing and margin modelling follow established guardrails and that intercompany pricing rules are applied consistently across multi-entity deals. • Microsoft Partner Desk & Programme Compliance: Own the operational relationship with Microsoft’s partner programmes, including partner solutions designations (MPD), co-sell registration processes, incentive tracking, and certification maintenance. Ensure sa.global meets all programme requirements and captures available benefits. • Incentive Calculation & Commission Administration: Own the end-to-end process for calculating, validating, and administering sales incentives and variable compensation. Ensure accuracy, transparency, and timely delivery in close collaboration with Finance and the CPO. • Pursuit Management & Sales Process Governance: Own pursuit management standards, including stage entry and exit criteria, deal review cadences, go/no-go qualification, and readiness-to-sell approval processes. Drive adoption of consistent sales methodology across all markets. • Technology Landscape & IT Liaison: Own the commercial technology stack in partnership with IT, including CRM configuration, sales tooling, reporting platforms, and data quality governance. Define business requirements, drive adoption, and ensure systems evolve to support AI-enabled and automated revenue workflows. • GTM Enablement Coordination: Ensure GTM enablement materials, playbooks, and training produced by the Transformation Programme Lead are operationalized into the sales motion. Own readiness-to-selling processes and demand-to-pipeline alignment between Marketing and Sales. • Win/Loss Analysis & Continuous Improvement: Lead structured win/loss analysis and embed learnings into repeatable sales plays. Scale what works by industrializing successful pursuits into standardized, replicable commercial motions. KEY OUTCOMES — WHAT SUCCESS LOOKS LIKE • Forecast accuracy is consistently within agreed tolerance, and ExCo has a dependable forward view of revenue across verticals and geographies without needing to chase data. • CRM is trusted as the single source of truth: pipeline data is clean, deal stages are meaningful, and reporting is automated rather than manually assembled. • Microsoft partner programme requirements are met proactively, incentives are fully captured, and partner desk interactions are structured and timely. • Incentive calculations are accurate, auditable, and delivered on schedule — removing a recurring source of friction between Sales, Finance, and HR. • Commercial governance (pricing, discounting, contract review) operates as a reliable, scalable system rather than ad hoc escalation — with AI-assisted tooling progressively reducing manual effort in deal modelling and compliance checks. CORE SKILLS Skills Level Definition Revenue Operations & Sales Process Design - Ability to design, implement, and govern end-to-end sales operations processes across a multi-country, multi-vertical commercial organization. CRM & Commercial Systems Management - Deep hands-on expertise in CRM platforms (Dynamics 365 preferred), reporting infrastructure, data quality governance, and sales tooling architecture. Financial Acumen & Forecasting - Strong understanding of revenue forecasting, pipeline analytics, margin modelling, and the linkage between commercial activity and financial outcomes. Commercial Governance & Compliance - Ability to design and enforce pricing frameworks, discount governance, and contract review processes with consistency and rigor. Microsoft Partner Ecosystem - Working knowledge of Microsoft partner programmes, co-sell mechanics, MPD reporting, incentive structures, and certification requirements. Stakeholder Management & Cross-Functional Coordination - Ability to operate across Finance, IT, Sales, HR, and Marketing without direct authority, aligning operational processes to strategic intent. Data Analysis & Business Intelligence - Ability to translate commercial data into actionable insight through dashboards, win/loss analysis, and pipeline diagnostics. AI-Enabled Process Design - Awareness of how AI and automation can improve revenue operations workflows — including forecasting, deal scoring, CRM hygiene, and incentive modelling — with willingness to adopt and champion new tooling. WHAT WE OFFER • Strategic leadership role with global impact – the opportunity to define and build sa.global’s Revenue Operations and Commercial Excellence function, shaping how a global Microsoft partner scales, operates, and grows. • Executive-level exposure and influence – work closely with the Executive Committee, CFO, and senior leaders across Sales, Marketing, Delivery, Finance, and Technology to drive commercial transformation and measurable business impact. • Opportunity to build and transform – create scalable processes, governance frameworks, operating models, systems, and insights that become the foundation for predictable growth and commercial excellence. • Key role in our AI-enabled transformation journey – help modernize commercial operations through automation, data-driven decision-making, advanced analytics, and innovative approaches to revenue management. • Competitive executive compensation package – an attractive base salary, performance-based bonus, and benefits package aligned with the seniority, scope, and strategic impact of the role. • Flexible hybrid working model – work from anywhere in Europe while collaborating with global teams across multiple countries and markets. • Global and diverse environment – partner with talented colleagues across our international organization and contribute to a truly multicultural and collaborative workplace. • High level of ownership and autonomy – the freedom to challenge existing ways of working, introduce improvements, and directly influence how sa.global scales for the future. • Professional growth and continuous learning – access to opportunities to expand expertise in revenue operations, AI transformation, commercial excellence, and global leadership. • Culture of innovation and accountability – join an environment where initiative is valued, impact is visible, and leaders are empowered to make meaningful change. APPLICATION, DATA PRIVACY AND COMPENSATION At sa.global, we value the trust candidates place in us throughout the recruitment process. All information shared as part of your application will be treated with strict confidentiality and handled in accordance with applicable data protection regulations, including GDPR requirements. Candidate information will only be used for the purpose of assessing suitability for this position and managing the recruitment process. Access to candidate data will be limited to the relevant stakeholders involved in the selection process. sa.global is committed to fair and transparent compensation practices. The compensation package for this position is determined based on objective criteria, including the scope and complexity of the role, required experience, skills, location, and relevant market benchmarks. The final compensation package will be discussed during the recruitment process and will reflect the candidate’s experience, expertise, and applicable employment market conditions. Please note that this recruitment process is managed directly by sa.global. For this position, we are not working with external recruitment agencies or third-party suppliers. Unsolicited agency submissions will not be considered, and no agency fees will be applicable. sa.global is committed to building an inclusive and diverse workplace. We welcome applications from talented individuals with different backgrounds, experiences, and perspectives. Good luck!