Virtuozzo is looking for a strategic and execution-focused Director of Commercial Operations to lead our revenue engine and drive best-practice execution across the entire Lead-to-Cash lifecycle. This role will own the operating rhythm of Commercial Operations—ensuring that every function from lead capture to billing, forecasting to renewals, runs predictably and efficiently.

You’ll partner closely with Sales, Marketing, Customer Success, Product Management, and Finance to build scalable processes, enforce commercial discipline, and provide data-driven insights that support predictable growth. This role is core to our ability to scale effectively as a B2B SaaS business.

Key Responsibilities

- Revenue Operations Operating Rhythm

• Define and own the operating cadence for the GTM organization—including forecast calls, pipeline reviews, account planning, and QBRs.
• Ensure alignment across Sales, Marketing, Customer Success, and Finance to drive execution on revenue goals.
• Maintain the end-to-end health of the revenue funnel with clear accountability at each stage.
• Build and lead a high-performing Revenue Operations team, fostering a culture of accountability, collaboration, and continuous improvement.

- Sales Capacity Modelling & Resource Allocation

• Develop and maintain sales capacity models to ensure optimal coverage across territories, segments, and verticals.
• Analyse performance and capacity data to guide hiring, territory planning, and resource allocation.
• Ensure investment is directed toward revenue motions that deliver measurable results and can scale efficiently

- Deal Desk & Commercial Governance

• Establish and run a central Deal Desk to support complex deal structuring, commercial approvals, and non-standard terms.
• Implement and manage approval matrices for discounting, pricing exceptions, and margin protection.
• Ensure compliance with contracting, quoting, and revenue recognition policies.

- Pipeline Hygiene & Account Reviews

• Drive pipeline hygiene by enforcing clear rules for opportunity stages, next steps, and data accuracy.
• Support Sales Leaders in executing structured weekly pipeline reviews and strategic account reviews.
• Improve conversion rates and sales productivity by surfacing risks, blockers, and coaching opportunities.

- Salesforce & Lead-to-Cash Process Ownership

• Own and optimize the Salesforce CRM architecture and process design across marketing, sales, and customer success.
• Manage integration of Salesforce with CPQ, billing, and commission tools.
• Ensure data quality, workflow automation, and system scalability across the GTM tech stack.

- Pricing, Quoting, and Renewals

• Own the end-to-end quoting and pricing governance process, ensuring alignment with pricing strategy and margin goals.
• Partner with Product, Sales, and Finance to evaluate pricing models and support new pricing launches.
• Oversee renewal workflows, improve expansion execution, and track at-risk accounts in partnership with Customer Success.

- Sales Compensation & Commission Management

• Design and administer sales compensation plans, ensuring alignment with growth targets and incentive clarity.
• Manage commission tools and processes, ensuring transparency, timely payouts, and dispute resolution.
• Analyse compensation effectiveness and recommend plan improvements.

- Billing Integration & Revenue Accuracy

• Partner with Finance and IT to ensure seamless handoffs between Sales and Billing.
• Oversee integration of Salesforce with billing platforms (e.g., Chargebee, Maxio, Zuora, NetSuite).
• Support clean and auditable records for ARR, revenue recognition, and renewals.

- Data, Reporting, and Insights

• Deliver dashboards and analytics to monitor pipeline coverage, forecast accuracy, sales performance, churn, and expansion.
• Standardize reporting for board and executive leadership across all revenue motions.
• Lead quarterly business reviews and provide strategic insights to improve performance.

Requirements

• 8–10+ years in Revenue Operations, Sales Operations, or GTM leadership roles, with experience in SaaS software businesses.
• Deep understanding of Lead-to-Cash processes, sales forecasting, pipeline management, and SaaS financial metrics (ARR, NRR, CAC, churn, LTV).
• Hands-on experience managing Salesforce and integrating with CPQ, billing, and commission systems.
• Proven success in building and running a deal desk, implementing pricing/discounting controls, and supporting strategic renewals.
• Analytical mindset and proficiency with BI tools (Power BI, Looker, Tableau) and spreadsheet modelling.
• Strong leadership and communication skills—able to influence cross-functional teams and executive stakeholders.

Why Join Us

• High-impact leadership role in a scaling SaaS organization.
• Full ownership of GTM operating rhythm and commercial execution.
• Work cross-functionally to shape company strategy and revenue growth.
• Join a culture that values transparency, ownership, and long-term thinking.
  

What We Offer

• Remote-first work environment with flexibility and trust.
  
• Collaborative and innovative culture where your input drives real change.
  
• Share Options – shares in our success with share options
• We help our team get private medical insurance
• Participate in employee recognition programs
• Participate in Referral bonuses
  

About us
Virtuozzo is a global leader in virtualization and hyperconverged infrastructure software. Our technology powers some of the world’s leading hosting and cloud service providers. With a strong foundation in innovation and a focus on simplicity, performance, and scalability, we are building the infrastructure that drives the future of cloud computing.