Senior Director, Commercial Operations and Pricing

Transcat

. Build and lead Transcat’s commercial operating model across the Sales team to drive profitable growth, share gain, and competitive differentiation .

Posted 9/29/2026full-timeRemote • United StatesSenior💰 $175,000 - $225,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in sales operations, commercial operations, and pricing strategy within a B2B environment, with a strong focus on driving profitable growth and competitive differentiation. Proven ability to lead cross-functional initiatives, develop training programs, and implement effective sales processes and methodologies.

Highest-signal resume keywords

Sales Operations ExpertisePricing Strategy DevelopmentCRM Adoption and ImplementationAnalytical and Financial AcumenCross-Functional Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process MethodologyAccount Segmentation DesignTerritory Coverage ModelsSales Compensation PlansPricing ModelsDeal StructuringPerformance ReportingCommercial AnalyticsProject ManagementBusiness Acumen

Soft Skills

Excellent CommunicationPresentation SkillsInfluencing Senior StakeholdersOrganizational SkillsStrategic Thinking

Tools & Technologies

Salesforce (SFDC)AI-Enabled Sales ToolsConnectivity PlatformsCRM Systems

Industry Keywords

B2B EnvironmentCommercial OperationsSales OperationsPricing Strategy

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Build and lead Transcat’s commercial operating model across the Sales team to drive profitable growth, share gain, and competitive differentiation
Align sales coverage models, account segmentation, and tiering to focus resources on the highest-value opportunities within each territory
Define and roll out standardized sales processes and methodology integrated with the CRM
Build an ongoing training curriculum to develop critical selling capabilities across the sales organization
Partner with Finance, HR, and Sales leadership to align sales compensation with desired behaviors
Leverage connectivity, analytics, and AI-enabled CRM tools to improve speed, focus, predictability, and sales efficiency
Develop dashboards and reporting on pipeline, forecast, and performance trends for sales and executive leadership
Develop and execute enterprise pricing strategy, including pricing models, discount governance, and deal approval authority
Establish pricing process discipline and approval authority to protect margin while enabling effective competition
Redefine deal review lines, thresholds, and methodologies to protect margin while enabling speed to quote
Serve as escalation point and approval authority for non-standard pricing and deal structuring
Partner with executive leadership to translate commercial strategy into operational execution
Monitor market, competitive, and performance data to identify continuous improvement opportunities
Model Company values and drive alignment across teams
Ensure training and development plans are in place and communicated
Complete accurate, thorough, and prescriptive employee performance reviews on the required timeline
Perform other duties as assigned

Requirements

What you’ll need

Strong knowledge of sales operations, commercial operations, and pricing strategy in a B2B environment
Proven experience designing and implementing account segmentation and territory coverage models
Experience defining and rolling out sales process methodology and driving CRM adoption
Experience designing and administering sales incentive compensation plans
Familiarity with AI-enabled sales tools, connectivity platforms, and commercial analytics
Strong analytical and financial acumen, including pricing, margin, and deal analysis
Excellent communication and presentation skills, with the ability to influence senior stakeholders
Demonstrated ability to lead cross-functional initiatives without direct authority
Strong project management and organizational skills, with the ability to manage multiple priorities
High level of business acumen and strategic thinking
Bachelor’s degree in Business Administration, Finance, Marketing, or related field
15+ years of relevant experience in sales operations, commercial operations, pricing, or related commercial roles, including leadership experience
Demonstrated experience with Salesforce (SFDC) or comparable CRM platforms
Experience designing and administering sales compensation plans preferred
Ability to meet the stated physical demands and perform essential job functions, with reasonable accommodation where applicable
Successful completion of pre-employment requirements, including identity and employment eligibility verification and, when applicable, a motor vehicle driving record report

Benefits

Comp & perks

Work that matters
A values-based culture where people care about each other and the work they do together
Flexibility
Training and development to accelerate learning and career advancement
Competitive compensation and benefits
Paid time off
Health insurance
Tuition reimbursement
Retirement
Stock purchase plan