Position Overview
The Director of Commercial Operations is a senior strategic role at the leadership table of GLG’s Professional Services & Corporate revenue engine, reporting to the Global Head of Commercial Operations. This is a high-impact individual contributor role: The successful candidate will bring deep, proven revenue operations expertise and will translate it into rigorous processes and strategic insights that directly improve the productivity and efficiency of our client-facing professionals. They will drive the deployment of a world-class sales methodology within our corporate business. This leader will deliver insights across the full client lifecycle, from initial sales engagement through ongoing service delivery – including, how we design and govern territories, how we forecast and convert pipeline, how we equip frontline sales and service teams to do their best work, and how we define the operational rhythms that drive consistent revenue growth. They will collaborate with peers to shape the “GLG way” for commercial and service excellence. In other words, this is a role with genuine scope to shape how GLG operates commercially for years to come.
Key Responsibilities
Revenue Operations
- Strategic Insights: Transform raw commercial data into strategic intelligence— from prospecting through service and renewal. Surface trends, gaps, and growth signals that sales and service teams and senior leadership can act on. Build the analytical frameworks that underpin smarter resource allocation, account prioritization, and revenue and retention planning.
- Pipeline Review & Forecasting: Lead rigorous pipeline reviews that go beyond status updates — diagnosing deal health, identifying risk, and ensuring forecast accuracy. Build a forecasting discipline that gives senior leadership genuine confidence in revenue projections and enables proactive course-correction. Lead the development of CRM dashboards to support decision-making
- Business Development Support: Partner with Sales leadership to shape top-of-funnel strategies and reporting that connects early-stage activity to downstream revenue outcomes.
- Account Planning Support: Drive quarterly account planning as a strategic exercise, not an administrative one. Ensure plans reflect real revenue ambition, are grounded in data, and create clear accountability for growth within each account.
- Territory Design & Management: Design and govern territory structures that maximize revenue coverage and growth potential. Apply revenue operations thinking to balance territories strategically — not just administratively — and continuously refine based on market dynamics and performance data.
Strategic & Operational Leadership
- Implement World-class Sales Methodology: Deploy a world class sales methodology – by managing a limited pilot through 2026 to identify requirements for global deployment in 2027 within the corporate segment.
- Transformation Initiatives: Spearhead one or more Centers of Excellence across the Commercial organization, establishing the frameworks, standards, and best practices that define how GLG’s commercial teams operate at their best. Lead the adoption of AI-powered tools and processes where they can measurably improve commercial performance. Serve as the connective tissue between GTM strategy and operational execution across regions and business segments.
- Performance Management: Support the rhythm of the business during the monthly and quarterly business reviews with senior leadership. Own how revenue, pipeline, retention, and operational KPIs are tracked and interpreted.
Qualifications
- 10+ years of experience in sales operations, revenue operations, or commercial operations spanning the full client lifecycle — from initial sales engagement through service delivery — with a track record of directly improving frontline productivity and driving revenue outcomes, not just supporting them. Prior experience owning forecasting, territory design, pipeline governance, or go-to-market strategy in a complex, global sales environment is essential.
- Deep fluency with CRM systems (Salesforce strongly preferred) and the analytical tools that power revenue operations — including pipeline reporting, forecasting models, and territory analytics. Comfortable translating data into executive-ready insights.
- Exceptional ability to influence without authority — comfortable operating as a strategic partner to sales, service, finance, and senior leadership, and skilled at driving alignment across complex, matrixed organizations. Experience operating across both sales and service/client success functions in professional services, B2B, or knowledge-intensive industries is strongly preferred.
Core Competencies
- Revenue Operations Expertise: Proven ability to architect and manage the full RevOps stack — pipeline, forecasting, territory, account planning, and service operations — across the complete client lifecycle. Experienced in implementing and embedding world-class sales methodologies that improve frontline adoption and measurable revenue outcomes.
- Strategic Program Leadership: Experienced executing transformation programs with cross-functional impact — from scoping to delivery to sustained adoption.
- Influence & Executive Presence: A credible, trusted partner to sales leaders and senior stakeholders. Thrives in highly matrixed organizations — able to drive change, build consensus, and deliver results without direct authority across complex, cross-functional structures. Brings clarity and momentum to ambiguous situations. This is an individual contributor role with significant organizational influence.
- Commercial Acumen: Deep understanding of the full B2B client lifecycle — sales cycles, service delivery, renewal dynamics, and the revenue drivers underpinning each. Knows what good looks like in a high-performing commercial organization and how operational decisions translate to frontline productivity and top-line growth.
- Adaptability & Judgment: Comfortable operating in ambiguity, prioritizing ruthlessly, and making sound decisions with incomplete information. Thrives when the path forward requires building, not just optimizing.
- Technology & Systems Fluency: Power user of Salesforce
About GLG / Gerson Lehrman Group
GLG is the world’s leading platform for trusted human expertise. We connect global decision-makers—from hedge fund managers and private equity partners to strategy leaders at Fortune 500s—with the specific, authoritative voices required to answer their most critical questions.
At GLG, you are an extension of our clients‘ core teams. You will work at the intersection of industries and global markets, navigating high-stakes challenges across the full spectrum of their strategic initiatives. Operating within the industry’s most trusted research environment, you’ll help our clients capture the nuanced perspectives that drive smarter, faster business outcomes.
We are a global team of pragmatic problem-solvers who mirror the intensity of the markets we serve. If you are driven by intellectual curiosity and a bias toward action, join us in reinventing the industry we invented.
Gerson Lehrman Group, Inc. (“GLG”) is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, race, religion, color, marital status, disability, gender, national origin, sexual orientation, veteran status, or any classification protected by federal, state, or local law.
