Organization: WCG
Job Type: Full Time - Regular
Description and Requirements
WHY WE LOVE WCG:
At WCG, our employees are our most valuable asset and as with all our assets, we invest in them with an eye toward future success. We provide each eligible employee with a comprehensive set of benefits designed to protect their personal and financial health and to help them make the most of their future.
- 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
The expected base salary range for this position is $151,200 to $252,000. This salary range may vary based on the candidate's qualifications, experience, skills, education, and geographic location.
JOB SUMMARY: The Vice President, Commercial Operations is a senior enterprise leader responsible for overseeing end-to-end sales operations, including pricing strategy and execution, sales analytics, forecasting, and commercial governance. This role serves as a critical strategic partner to the Chief Growth Officer, Sales leadership, Finance, and cross-functional stakeholders to ensure disciplined, scalable, and data-driven revenue growth.
The VP will lead the transformation of the commercial sales operating model by integrating advanced analytics, AI-enabled tools, and best-in-class revenue operations practices to improve decision-making, deal quality, and margin performance. With a CRO-oriented mindset, this leader connects commercial strategy with operational execution, ensuring alignment across sales, clinical services, technology, and client delivery. The role requires a proven transformational leader who can influence at the executive level, build high-performing teams, and drive enterprise-wide change.
ESSENTIAL DUTIES/RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The accountabilities listed below are representative of the knowledge, skills, and/or ability required.
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.
EDUCATION REQUIREMENTS:
Bachelor’s degree required, MBA or Advanced degree in Data Science or similar qualification preferred
CERTIFICATIONS/LICENSE/REGISTRATION REQUIREMENTS:
None
QUALIFICATIONS/EXPERIENCE:
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.
SUPERVISORY RESPONSIBILITIES: Overall responsibility of management including direction, coordination, performance, and evaluation of the assigned team and staff. Responsibilities include training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
TRAVEL REQUIREMENTS: 10%