Director, Commercial Operations & Enterprise Accounts

The Director, Commercial Operations & Enterprise Accounts is a senior commercial leader responsible for designing and executing the company’s enterprise go-to-market engine. This role integrates enterprise business development, channel strategy, and revenue operations into a unified, data-driven system that drives predictable, scalable revenue growth. Reporting to the Vice President Commercial, this leader will operate as a strategic partner to commercial leadership, translating growth strategy into execution across sales, marketing, and customer success. This role carries enterprise-wide influence, leads cross-functional initiatives, and is accountable for delivering measurable commercial outcomes aligned to near and long-term objectives. Key Responsibilities 1\. Enterprise Growth Strategy & Execution * 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 2\. Channel Strategy & Performance * 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 3\. Revenue Operations Leadership * 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 4\. Fortive Business System (FBS) Leadership * 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 5\. Cross-Functional Leadership * 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 6\. Team Leadership & Talent Development * 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 Qualifications Required: * 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 Preferred: * 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 *...