Sales Operations · Commercial Operations · 0→1 at every career stop
I build Sales Operations so revenue is easier to understand and the next action is clear.
I build Sales Operations from the ground up and connect it across Commercial Operations. Reps know what to do next, leaders know where to intervene, and executives know what must change to improve the result. Automation and AI come after the operating rules are clear.
Builder + operator
I turn business outcomes into operating rules, field action, and measurable impact.
Jeffrey Xu is a Sales Operations and Commercial Operations builder-operator. Across manufacturing, semiconductor, SaaS, and logistics, he has repeatedly built the operating backbone between strategy and field execution. His scope spans annual planning, CRM and pipeline, forecasting, account ownership, pricing and contracts, incentive compensation, reporting, prospecting, enablement, automation, and practical AI. He starts with the business outcome, works backward to trusted source data and operating rules, then builds and runs the workflow until the field adopts it and the result improves.
What I own
The operating layer between the plan and what the field does every day.
CRM, forecasting, performance, enablement, automation, and AI are parts of one commercial operating model. I own how those parts connect to the way the business actually runs.
Translate strategy into an operating model
Turn growth priorities into explicit decisions, owners, rules, investment choices, and an execution portfolio leadership can inspect.
Turn the annual plan into quota, coverage, and capacity
Connect AOP, quota, seller capacity, commercial account ownership and distribution, and incentive compensation so the plan is achievable, opportunity is allocated deliberately, and pay reinforces the right outcomes.
Create cross-functional commercial truth
Align Sales, Finance, Marketing, Legal, and Operations on definitions, source authority, handoffs, metrics, and exception paths.
Make the work usable in the field
Connect the customer journey, queues, handoffs, training, management cadence, and feedback loop so the process is adopted and improves through live use.
Layer automation and AI onto clear, governed work
Use automation and AI to accelerate stable work while keeping pricing, policy, legal terms, customer commitments, and external sends under human control.
Evidence
Built, shipped, and in use.
Completed operating builds that improved a decision, workflow, or field outcome. Each card shows what shipped, the impact it created, and the evidence that it was used. Active work is intentionally excluded.
Data & reportingSelected proof
Commercial performance foundation
A source-aligned commercial data layer with scheduled reconciliation and shared funnel, performance, budget, and outreach views.
ImpactReplaced hand-pulled extracts with source-aligned self-service leadership visibility.
Live dashboard suite + governed scheduled feedCRM & pipelineSelected proof
CRM governance & stage gates
Required outcome reasons, seasonality fields, close-date automation, normalized ownership, and standing funnel inspection.
ImpactMade close timing and outcomes analyzable at the source.
Source workflows + operating reporting layerPricing & contractsSelected proof
Pricing-to-contract operating model
A finance-approved pricing source feeding reusable customer agreements, commitment scenarios, rate guardrails, and exception decisions.
ImpactOne approved price source now carries through Finance, Sales, Legal, and customer documents.
Reusable agreement templates + controlled pricing sourcePlanning & coverageSelected proof
Commercial account ownership and distribution
A governed model balancing market opportunity, account value and mix, site coverage, field capacity, relationship context, and approved exceptions before ownership changes.
ImpactGave leadership a defensible way to distribute opportunity and gave each commercial leader a clear book, handoff, and exception path.
Controlled coverage model + approved execution listField executionSelected proof
GM small-account operating model
Intake, bifurcation, queue, alerts, templates, SOPs, training, and first-live-case support for local operators.
ImpactProtected senior commercial capacity without abandoning smaller business.
Full GM and leadership rolloutGrowthSelected proof
Cold-storage prospecting program
Institutional ICP, trade-data signal, fit scoring, market routing, contact resolution, rep workflow, and governed outcome capture.
ImpactProduced a prioritized, rep-ready prospect universe across multiple markets.
Signal-to-field operating engineProcess, automation & AISelected proof
Commercial workflow engine
Role-specific daily briefs backed by a governed module registry, layered context, and append-only activity capture for controlled Sales Operations reconciliation.
ImpactReduces preparation and logging friction, gives leaders one action surface, and keeps external action human-approved.
Live modular workflow + closed-loop capture patternExecutive cadenceSelected proof
Commercial Deck Template Engine
A governed engine combining marketing-grade brand rules, DataOps ingestion, Sales Operations workflow, and reusable narrative routes for QBRs, discovery, proposals, and executive updates.
ImpactTurns recurring deck production into a repeatable workflow while the commercial owner reviews the evidence, story, and final customer-ready product.
Live engine + reusable deck routesInteractive portfolio
See the commercial operating model in action.
Eleven connected products show how trusted data and operating rules become better decisions, clearer field action, repeatable execution, and measurable outcomes.
DEMOOriginal interfaces. Synthetic business data. These demos apply transferable Commercial Operations patterns. Every company, person, market, scenario, date, value, and record is synthetic. No employer, customer, or confidential source data is used.
Opportunity spine / current view
Commercial funnel management
DEMO DATA
Active opportunities6in this view
Open funnel$3,305,000demo value
Negotiation$980,000late-stage value
Needs attention3watch or act
AccountTeamStageValueNext stepHealth
One commercial truth layer Multiple role-specific products Human judgment preserved Repeatable at scale
The portable playbook
One operating model, not a pile of tools.
Start with the outcome. Work backward to trusted data, definitions, rules, owners, and handoffs. Then build, put it into live use, and scale only what is ready for automation or AI.
01foundation
Operating truth & governance
When it matters: Leadership debates the numbers, ownership is implicit, or every team carries a different definition.
What gets built
- Authority and ownership map
- Metric definitions and release gates
- Source, refresh, and exception rules
- Commercial project portfolio
Evidence from the work
Created a dual-audience commercial data governance packet covering seven material artifacts, their sources, controls, rebuild paths, and known gaps.
Career arc
Different industries. A broader operating mandate at every stop.
Across four B2B environments, my scope expanded from Sales Operations foundations to integrated Commercial Operations and practical governed AI. At every stop, I left behind work the team could keep running.
01
2016 to 2021
Bobrick
Manager, Sales Operations
Family-owned B2B manufacturing
Built Sales Operations and reporting for the Americas, automated territory management, and represented the business in ERP and CRM implementation.
Operating foundation
02
2021 to 2024
Materion
Manager, Sales Operations
Public semiconductor materials manufacturing
Built the forecasting and reporting foundation for an enterprise-scale public-company segment, then expanded it into item-level planning, executive cadence, and field enablement.
Enterprise planning and operating cadence
03
2024 to 2025
Optimal
Manager, Revenue Operations
PE-backed B2B SaaS
Owned the funnel operating rhythm, Salesforce redesign, lead handling, attribution, forecasting, QBRs, and cross-functional handoffs.
Cross-functional commercial workflow
04
2025 to present
Envision Cold
Director, Sales Operations & Strategy
PE-backed, multi-site cold-chain logistics
Built the commercial operating backbone from scratch across CRM, pricing, contracts, routing, data, prospecting, compensation, reporting, enablement, and AI workflows.
Integrated Commercial Operations + Practical, Governed AI
Connect
Need a Sales Operations leader who can build from the ground up?
I'm open to Sales Operations and Commercial Operations leadership roles where 0→1 building, field adoption, and practical AI can improve a meaningful business outcome.