At a Glance
- Tasks: Lead commercial operations, ensuring pricing accuracy and managing product lifecycle.
- Company: Join Optimizely, a leader in AI-powered content creation and trusted experimentation platforms.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Other info: Dynamic work environment with a focus on collaboration and career advancement.
- Why this job: Shape the future of commercial operations with innovative technology and impactful projects.
- Qualifications: 8+ years in commercial operations, strong leadership, and analytical skills required.
The predicted salary is between 75600 - 92400 £ per year.
From AI-powered content creation to world-class CMS and the industry's most trusted experimentation platform, Optimizely is the tool modern marketers actually want to use. 10,000+ brands including H&M, PayPal, and Zoom already get it. But here's the thing about building great products: it takes great people.
The Director, Commercial Operations is a senior leadership role responsible for shaping and executing the operational backbone of Optimizely’s commercial engine. This individual will own and evolve the end-to-end commercial operations function — spanning pricing governance, SKU lifecycle management, CPQ platform integrity, Deals and Renewals Desk leadership, and partner channel operations. Reporting into the VP of Revenue Operations, the Director will serve as a critical integrator across Sales, Finance, Customer Success, Product, and IT, ensuring that commercial systems, processes, and people are aligned to deliver predictable, scalable revenue outcomes.
Job Responsibilities
- Commercial Releases
- Own and govern the Commercial Release Framework, setting release classification standards (where Pricing & Packaging impact) and ensuring appropriate runway timelines are defined, communicated, and adhered to across all commercial launches.
- Serve as the primary integration point between Product, Finance, and Go-to-Market teams, translating commercial release plans into operational readiness requirements for CPQ, SKU governance, billing, and Deals Desk execution.
- Guide and hold accountable downstream operational teams — including the Commercial Desk, Renewals Desk, and Reseller operations — on release-specific impacts, ensuring teams are enabled, systems are updated, and exceptions are managed ahead of go-live.
- Drive cross-functional release governance, chairing or co-chairing commercial readiness reviews, maintaining the release planning framework, and escalating risks where runway, system integrity, or stakeholder alignment is at risk prior to launch.
- Pricing Operations & Governance
- Define and own the commercial pricing operations framework, ensuring pricing accuracy, consistency, and compliance across all systems and channels.
- Partner with Finance and Sales leadership to develop, evolve, and govern pricing structures in support of go-to-market strategy.
- Drive continuous improvement in pricing data quality, monitoring for anomalies and systemic compliance risks.
- CPQ (Configure, Price, Quote) Ownership
- Hold strategic and operational ownership of the CPQ platform, including architecture, configuration, quality assurance, and roadmap alignment.
- Serve as the senior escalation point and commercial authority for CPQ-related issues raised by field sales, Deals Desk, and partner teams.
- Work cross-functionally with IT and system owners to drive CPQ continuous improvement, ensuring the platform scales with business growth.
- SKU Governance & Catalogue Management
- Lead and own the product SKU catalogue strategy, ensuring data integrity and synchronisation across CPQ, CRM, NetSuite, and downstream billing systems.
- Govern the full SKU lifecycle — from creation and launch through active management, deprecation, and deactivation — with clear policies, documentation, and cross-functional communication.
- Drive SKU rationalisation initiatives, reducing catalogue complexity while maintaining commercial flexibility and system stability.
Knowledge and Experience
- 8+ years of progressive experience in commercial operations, revenue operations, or a closely related function, with at least 3 years in a senior or people-management capacity.
- Salesforce CPQ, Apttus/Conga) and CRM systems at an operational and strategic level.
- Proven track record of leading SKU governance, pricing operations, or product lifecycle programmes in a SaaS or technology business.
- Strong cross-functional leadership experience, working across Sales, Finance, Product, IT, and Customer Success at pace.
- Exceptional analytical and systems-thinking capability, able to diagnose root causes and drive durable solutions across complex, interconnected commercial infrastructure.
- High commercial acumen — able to connect operational decisions to revenue outcomes, margin impact, and customer experience.
- Process-oriented and quality-driven, with a track record of building scalable frameworks and governance structures.
Education
- Bachelor’s degree in Business, Finance, Economics, or a related quantitative field. An MBA is a plus.
Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
Data Quality Director in London employer: Optimizely
Optimizely is an exceptional employer that fosters a dynamic and collaborative work culture, perfect for those looking to make a meaningful impact in sales operations. With a strong emphasis on employee growth and development, we offer numerous opportunities for professional advancement while working in a fast-paced environment that values innovation and efficiency. Join us in our vibrant location, where you can thrive alongside passionate colleagues and contribute to shaping our sales strategies.
