Director, Sales Operations & Strategy · Commercial Operations builder-operator
I build Sales Operations so revenue is easier to understand and the next action is clear.
I build Sales Operations from scratch and connect it across Commercial Operations. Reps get a clear next action. Leaders can see where the business is stuck and what to fix. I add automation and AI only after the process, data, and ownership are clear.
Builder + operator
I connect the plan to what the field does every day.
I’ve built Sales Operations across manufacturing, semiconductor, SaaS, and logistics. At each stop, I built the process, data, and operating rhythm needed to connect the plan to daily field execution. My scope now spans annual planning and quota, CRM and forecasting, pricing and contracts, incentive compensation, reporting, enablement, automation, and practical AI. I stay with the work through rollout and live use.
What I own
I own five connected parts of Commercial Operations.
I own the handoffs and operating rules that connect Sales, Finance, Marketing, Legal, and Operations.
Turn strategy into a plan people can run
Turn growth priorities into named decisions, clear owners, and a project portfolio leadership can inspect.
Turn the annual plan into quota, coverage, and comp
Connect the AOP to quota, seller capacity, account distribution, and incentive compensation so the plan can be executed and pay rewards the right work.
Get every team working from the same numbers
Align Sales, Finance, Marketing, Legal, and Operations on definitions, the system of record, and who owns each handoff.
Make the work usable in the field
Build the queues, handoffs, training, and manager cadence so the process works in the field and improves through use.
Add automation and AI once the work is stable
Use automation and AI to speed up repeatable work while keeping pricing, legal terms, customer commitments, and external sends under human approval.
Evidence
Built, shipped, and in use.
Finished builds that changed a decision or workflow and reached live use. Work still in progress is not included.
Data & reportingSelected proof
Commercial performance foundation
One scheduled data layer that reconciles back to source and feeds shared funnel, performance, budget, and outreach views.
ImpactLeaders can answer routine funnel and performance questions without waiting on a hand-built extract.
Live dashboards + scheduled data feedCRM & pipelineSelected proof
CRM governance & stage gates
Required outcome reasons, seasonality fields, close-date automation, cleaned-up ownership, and a standing funnel review.
ImpactClose timing and outcomes are captured in the source workflow, so the funnel can be analyzed without reconstructing the history later.
CRM workflows + reporting layerPricing & contractsSelected proof
Pricing-to-contract operating model
A finance-approved price source that feeds reusable customer agreements, commitment scenarios, rate guardrails, and exception decisions.
ImpactOne approved price source carries through Finance, Sales, Legal, and customer agreements.
Reusable contract templates + one price sourceField executionSelected proof
GM small-account operating model
A complete intake and small-account workflow, including routing, a work queue, alerts, templates, SOPs, training, and live-case support for local operators.
ImpactMoved small-account work to local GMs while keeping a defined route from lead through agreement.
GM and leadership rolloutGrowthSelected proof
Cold-storage prospecting program
A defined ICP, trade-data signals, fit scoring, market routing, contact research, a rep workflow, and outcome capture.
ImpactGave reps a ranked, ready-to-work prospect list across multiple markets.
Market signal to rep-ready listProcess, automation & AISelected proof
Commercial workflow engine
Role-specific daily briefs built on a shared module registry, layered context, and activity capture that preserves prior history.
ImpactBrings preparation, action, and logging into one workflow while keeping external sends human-approved.
Live workflow + activity captureExecutive cadenceSelected proof
Commercial Deck Template Engine
An engine that combines brand rules, approved data inputs, a Sales Operations workflow, and reusable templates for QBRs, discovery, proposals, and executive updates.
ImpactRecurring decks went from a 1–2 week build to under 10 minutes, with the commercial owner still reviewing the story and final version.
Live engine + reusable deck templatesInteractive portfolio
See how the work runs.
Eleven working demos, each showing one part of the operating model on synthetic data.
DEMOOriginal interfaces. Synthetic data. Every company, person, market, scenario, date, value, and record is made up. No employer, customer, or confidential 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 data source A view for each role Customer-facing action stays human-owned
The portable playbook
How the pieces fit together.
These are the ten operating areas I have built and connected across four B2B environments.
01foundation
Operating rules & definitions
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
Built a data governance packet for leaders and operators covering seven core reports, where each number comes from, how it is controlled, how to rebuild it, and where the gaps are.
Career arc
My scope grew across four B2B industries.
I started with Sales Operations foundations and grew into integrated Commercial Operations. 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 the ERP and CRM implementations.
Operating foundation
02
2021 to 2024
Materion
Manager, Sales Operations
Public semiconductor materials manufacturing
Built the forecasting and reporting foundation for a $400M 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 rhythm, a 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
Established Sales Operations for a $100M, 13-site platform, then connected CRM, pricing, contracts, routing, data, prospecting, compensation, reporting, enablement, and AI-supported workflows.
Integrated Commercial Operations + Practical, Governed AI
Connect
Need a Sales Operations leader who can build and own the result?
I'm looking for a Sales Operations or Commercial Operations leadership role where I can own the operating model and the result.