[Remote] Director, Commercial Operations & Enterprise Accounts

Note: The job is a remote job and is open to candidates in USA. Industrial Scientific is a company that designs and manufactures gas detection products and solutions to protect workers from hazardous conditions. The Director, Commercial Operations & Enterprise Accounts is a senior leader responsible for executing the company’s enterprise go-to-market strategy and driving scalable revenue growth through enterprise business development and channel strategy.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 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
• 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

Benefits

• This position is also eligible for bonus as part of the total compensation package.

Company Overview

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