Note: The job is a remote job and is open to candidates in USA. WCG is a company that values its employees and invests in their success. The Vice President, Commercial Operations is a senior leader responsible for overseeing sales operations, pricing strategy, and commercial governance to drive scalable revenue growth. This role requires collaboration with various stakeholders to ensure alignment between commercial strategy and operational execution.
Responsibilities
- Oversee end-to-end sales operations, including pricing execution, sales analytics, forecasting, incentive alignment, deal governance, and commercial process optimization to drive predictable, scalable revenue growth
- Own the pricing operations lifecycle, ensuring disciplined execution of pricing strategy across markets, products, and client segments in partnership with Finance, Sales, and Operations
- Lead sales analytics and performance insights, developing dashboards, KPIs, and reporting that provide clear visibility into pipeline health, win rates, margin performance, client profitability, and sales productivity
- Oversee sales compensation and commission framework, implementation and governance
- Partner closely with Finance to ensure tight alignment between commercial strategy, revenue forecasting, margin targets, and financial planning; act as a trusted strategic counterpart in revenue and growth decisions
- Serve as a strategic advisor to Sales leadership, enabling consistent deal quality, pricing discipline, and scalable commercial execution across the organization
- Drive transformation of commercial operations, introducing best practices, process automation, and operating models that improve speed, accuracy, and decision-making at scale
- Champion responsible and effective use of AI and advanced analytics across pricing, sales operations, forecasting, and commercial insights to improve accuracy, efficiency, and competitive advantage
- Lead enterprise-wide change initiatives, leveraging transformational leadership capabilities to influence stakeholders, evolve operating models, and embed new ways of working
- Collaborate cross-functionally with Product, Clinical Services, Technology, Legal, Client Services, and Operations to ensure commercial strategies are operationally sound and client-centric
- Bring a CRO-oriented mindset, integrating perspectives from revenue leadership, clinical services, and/or clinical technology environments to align commercial growth with delivery excellence and client outcomes
- Establish and enforce sales governance frameworks, including deal review processes, approval thresholds, and risk management practices
- Build, develop, and lead high-performing commercial operations teams, fostering accountability, strategic thinking, innovation, and continuous improvement
- Act as a catalyst for growth, identifying opportunities to modernize the commercial engine, improve client lifetime value, and expand margins through data-driven decision-making
- Develop dynamic pricing strategies considering various products, services, and clients to optimize revenue and balance operational delivery standards
- Develop and optimize pricing models and strategies working across teams including Product, Go-to-Market, Sales and Operations
- Evaluate different pricing models to meet short-term and longer-term financial targets
- Leverage data analytics to track pricing performance to inform decisions and drive revenue growth
- Assess active opportunities to develop deal structures to capture share and expand margin
- Proactively leverage client renewals as opportunities to increase client value and drive growth
- Work closely with sales and product marketing teams to develop product packages, pricing levels, and discounts by market and segment to drive bookings, retention and upsell
- Review and approve pricing frameworks and tools to streamline pricing decision-making process and ensure consistency across market and product lines
- Work closely with Finance team to ensure pricing and revenue strategies align with financial goals and targets
- Collaborate with Finance to project conversion from bookings to revenue
- Lead discussions with client procurement and senior leadership during deal reviews
- Clearly communicate pricing concepts and recommendations to senior leadership
- Facilitate cross-functional collaboration between Client Services, Finance, Operations, and Business Development to optimize outcomes
- Ensure maintenance of high-quality proposal development, contract management, and change-order processes
- Monitor competitor pricing strategies to identify trends
- Ensure Client Services processes support revenue goals, client satisfaction, and operational efficiency
- Lead by example fostering a culture of accountability, collaboration and innovation
- Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here
Skills
- Bachelor's degree required
- 15+ years of experience in sales operations, finance, and/or pricing
- Strong analytical skills with the ability to interpret commercial data, market trends and client behavior to make data driven proposals decisions
- Experience conducting market research, competitive analysis and pricing benchmarking to inform pricing strategies and stay competitive in the marketplace
- Advanced understanding of financial concepts such as revenue forecasting, pricing elasticity
- High level attention to detail and ability to juggle multiple projects at once
- Strong interpersonal skills and the ability to communicate concepts clearly and credibly to multiple audiences
- Experience transforming organizations and processes
- Innovative mindset that is balanced with strong execution skills
- Intellectually curious, creative strategic business thinker
- Thrives in a high growth, performance driven dynamic environment
- Has the ability to influence and lead others
- MBA or Advanced degree in Data Science or similar qualification preferred
Benefits
- Comprehensive Benefits package - Health, Dental, Vision, Life Disability, 401k with match, and flexible spending accounts
- Employee Assistance Programs and additional work/life resources
- Referral Bonuses and Tuition Reimbursement
- Paid time off including holidays, vacation, and sick time
- Opportunities for career development with on-the-job training, certification assistance and continuing education reimbursement
Company Overview
WCG is a true partner to research sponsors, CROs, sites and participants in navigating the clinical research journey. It was founded in 2012, and is headquartered in Cary, North Carolina, US, with a workforce of 1001-5000 employees. Its website is https://www.wcgclinical.com/.