TheVP Commercial Operations will be responsible for building and scaling a disciplined, data-driven commercial operating engine across Sales, Client Success, and Client Services. This role will translate strategic direction into a clear, repeatable revenue system, ensuring execution rigour, forecasting accuracy, and consistent customer value delivery.

Reporting directly to the Chief Customer Officer, the role holder will act as a critical operating partner; bringing structure, cadence, and accountability to a fast-paced, high-growth environment. The role requires a commercially credible operator who can balance pace with discipline, enabling growth while ensuring operational control and alignment across functions.

This is a highly cross-functional senior leadership role, working closely with Sales, Client Success, Client Services, Product, Marketing, and Finance to drive predictable revenue performance and scalable growth.

What you will be doing:

Key responsibilities will include:

Commercial Operating Model & Execution

· Design and implement a scalable end-to-end commercial operating model across Sales, Client Success and Client Services.

· Establish clear operating cadence including pipeline reviews, forecast governance, and performance tracking.

· Ensure alignment between commercial strategy and day-to-day execution.

· Own enterprise territory strategy, coverage models, capacity planning and quota methodology to ensure alignment between growth objectives, customer demand and delivery capability.

· Partner with Finance and commercial leaders on quota design, target allocation and performance measurement frameworks.

Forecasting & Pipeline Governance

· Own forecasting and performance governance, providing visibility of revenue opportunities, risks and interventions to the executive leadership team.

· Implement and enforce pipeline hygiene standards, stage definitions, and conversion metrics.

· Drive data-led decision-making across the commercial organisation.

Revenue Performance & Analytics

· Develop and maintain performance dashboards covering pipeline, bookings, renewals, churn, and customer health.

· Identify systemic performance risks and opportunities, sponsoring cross-functional interventions to improve commercial effectiveness and revenue outcomes.

· Partner with Finance on revenue planning, target setting, and reporting.

· Establish governance frameworks for pricing, discounting, deal approvals and commercial risk management.

· Ensure commercial decisions are consistent with company strategy, profitability objectives and client commitments.

· Lead win-loss analysis and commercial insights programmes, identifying trends and opportunities to improve conversion, retention and expansion performance.

· Provide data-driven recommendations to the executive leadership team on growth opportunities, investment priorities, commercial risks and resource allocation decisions.

Customer Lifecycle Management

· Design and govern scalable customer lifecycle frameworks supporting onboarding, value realisation, renewal and expansion activities.

· Ensure commercial commitments are deliverable and aligned with capacity.

· Introduce consistent customer success metrics and governance.

CRM & Systems Leadership

· Define the long-term commercial technology and data strategy, ensuring systems, processes and insights capabilities support future business growth

· Own CRM adoption and data integrity.

· Ensure systems support scalable growth and actionable insight.

· Drive compliance and embed CRM as a core commercial tool.

· Lead the adoption of advanced analytics and business intelligence tools, translating data into actionable insights that inform commercial strategies.

Sales Enablement & Commercial Capability

· Define the commercial excellence strategy and capability framework to improve productivity, effectiveness and consistency across commercial teams.

· Ensure commercial teams have the tools, capabilities and insights required to execute consistently at scale.

· Promote a culture of innovation and continuous improvement within commercial teams, identifying new technologies and methodologies to stay ahead of industry trends.

Senior Leadership

· Lead and develop a team of experienced professionals and People Leaders.

· Exemplify the One Diaceutics Leadership behaviors as a senior leader.

· Act as a trusted advisor and execution partner to the Chief Customer Officer.

· Build strong, trusted relationships across the executive leadership team.

· Provide senior leadership challenge on priorities, sequencing, and execution readiness of the Commercial Operations operating model.

· Sponsor enterprise-wide commercial transformation initiatives, ensuring organisational readiness, adoption and measurable business impact.

Cross-functional Collaboration & Knowledge Sharing

· As a member of the Extended Leadership Team (ELT), bridge strategy and execution, reducing siloed thinking and driving operational excellence across Diaceutics.

· Partner closely with Sales, Client Services, Client Success, Product, Data & Analytics, Marketing and Finance to deliver a seamless end-to-end client experience with clarity on trade-offs, dependencies and resource allocation.

· Partner with Finance and People teams to design, administer and evaluate incentive and compensation programmes that drive desired commercial outcomes.

· Represent Diaceutics externally with credibility and professionalism as a senior leader.

Measures of success:

Growth & Value Creation:

· Revenue growth and market penetration

· Forecast accuracy

· Pipeline coverage ratios

· Improved sales productivity and efficiency

· Commercial excellence improvements (pricing, segmentation)

Delivery & Product Effectiveness:

· Sales cycle efficiency

· Adoption of standardized processes and tools

· Data quality and governance metrics

· Data-driven decision-making adoption across teams

People & Capability:

· Team engagement and development

· Team capability and succession readiness

· Effectiveness of coaching and mentorship

Who we are looking for:

You are a strong strategic leader with demonstrated success in executing complex commercial operations models and building commercial strategies and operating rhythms. You will build a Commercial Operations function that enables sustainable growth and predictable revenue performance, requiring analytical thinking, change management capability and a deep understanding of the systems, processes, data and governance required to drive efficient and scalable growth.

Successful candidates will currently operate, or have operated, in senior leadership roles with significant influence on business strategy, commercial performance and investment decisions. You will have accountability for budgets and have responsibility for the performance of a team of professionals and People Leaders.

Skills and competencies:

Proven track record: You have extensive senior level experience in Revenue Operations, Commercial Operations or similar, leading high performing teams in high growth organizations. This experience will include designing and executing complex commercial strategies and building scalable revenue engines.
Leadership capability: You have a history of creating an environment where people learn and grow, inspiring others to perform through coaching, feedback and transparent communication. You set ambitious goals and hold people to account for delivering results.
Commercial acumen: You have a deep understanding of sales operations, customer economics, revenue models and drivers and go to market approaches. You will have in-depth knowledge of complex B2B sales cycles and end to end customer lifecycle processes.
Knowledge and expertise: You will have deep expertise in CRM systems (e.g. Salesforce) and knowledge of forecasting, pipeline management and revenue metrics at an enterprise level. It would be advantageous if this knowledge was gained in a life sciences, data, or analytics environment.
Delivering with others: You are an excellent cross-functional collaborator, with a strong understanding of and ability to influence the interdependencies that shape the overall client experience, driving alignment.
Communication: You demonstrate excellent communication and presentation skills, with experience engaging and influencing C-level stakeholders.
Agility: You have a strong, proactive and positive approach to problem solving, making high-stakes decisions while supporting others to resolve complex issues. You role model resilience and adaptability and are comfortable managing through change in an environment of continuous improvement and ambiguity.

· A bachelor’s degree in business, analytics or a related field, or an advanced degree would be advantageous.

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