Commercial Operations Director

Overview

The Commercial Operations Director plays a key role in helping Perkbox grow in a scalable and sustainable way. This role brings together data, systems, and ways of working across Marketing, Sales, Onboarding, Client Success, Finance, and Operations to ensure our entire revenue engine is aligned and running smoothly.

You’ll connect the dots — setting up clear revenue architecture, building trusted insights, and making it easier for teams to focus on what drives value for customers and the business. From first touch through to renewal and expansion, you’ll help ensure every stage of the customer and client journey is well understood, measurable, and continually improving.

Working closely with the CFO, CRO, VP Marketing, and VP Operations, you’ll improve forecast confidence, spot and fix friction in funnels, and support smarter, faster decision-making across the business. Success is about creating clarity, consistency, and momentum so our teams can do their best work and Perkbox can continue to grow with confidence.

Day-to-day you can expect to:

• Revenue Strategy & Alignment
  :
  Drive cross-functional planning to align goals, metrics and accountability across revenue, commercial, operations and marketing teams.

• Define the end-to-end revenue architecture (segmentation, territories, ICPs, and journeys).

• Partner with relevant teams to forecast data accurately and build models that reflect both recurring and transactional streams.

• Data, Systems, and Infrastructure
  :
  Work with the Systems Operations team to align Commercial Operations insights with systems capabilities and the project pipeline across Salesforce, Hub Spot, Gong, Planhat, Braze, and all reporting platforms.

• Ensure data integrity and accessibility across all funnels and drive automation and process optimisation with Revenue and Marketing teams, and advise on effective integration between systems.

• Performance Management & Forecasting
  :
  Develop real-time dashboards for pipeline health, forecast accuracy, conversion rates, churn, and expansion metrics, CAC, LTV and TAM.

• Lead quarterly business reviews focused on actionable insights.

• Identify and address revenue leakage and funnel inefficiencies through process, product, or technology improvements.

• Enablement & Process Optimisation
  :
  Partner with GTM leadership to define the buyer and standardise sales processes.

• Enable Marketing, Sales, and CS teams with data-driven insights, and ensure clear visibility into customer health, upsell opportunities, and renewal risk across the lifecycle.

• Cross-Functional Collaboration
  :
  Act as a strategic bridge between GTM, Sys Ops, Finance, and Product teams to align goals and unify reporting.

• Drive alignment between sales, onboarding and client success on handovers, SLAs, and expansion plays.

• Influence product roadmap with customer and revenue data insights.

• Commercial Acumen – deeply understands SaaS unit economics (CAC, LTV, NRR, payback, sales efficiency) and can translate data into revenue strategy.

• Systems Thinking – sees how marketing, sales, CS, product, and finance interconnect; designs scalable processes and tech architecture across them.

• Analytical & Data Mastery – expert at building reliable reporting, diagnosing funnel performance, and driving insight-led decisions.

• Operational Excellence – skilled in process design, automation with tools, and cross-functional execution that improves efficiency and consistency.

• Influence & Communication – able to align GTM, Finance, and Product leaders through data storytelling and stakeholder management.

• Change Leadership – comfortable leading through transformation (e.g. mergers, platform migrations, GTM restructuring) while maintaining clarity and trust.

This role blends strategic, operational, and commercial leadership — thinking like a CFO, acting like a COO, and communicating like a CRO. You’ll balance growth and efficiency with strong judgement, knowing when to automate and when to invest in enablement, while building a trusted single source of truth for revenue performance. Success is measured not just by dashboards and metrics, but by how seamlessly and effectively the GTM…