Director of SaaS Commercialization
Director of SaaS Commercialization
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Job Description
Position Summary
Fortive is seeking a strategic enterprise-level leader to architect and operationalize a scalable SaaS commercialization engine across our OpCos.
This role will be responsible for building sales capability and embedding sales excellence within high-performing teams so theyre equipped with the right standard work tools and technologies to win in a digital recurring-revenue sales model.
Strategic Priorities
1. Build the SaaS Sales Operating System
- Develop commercial toolset for SaaS-focused OpCos including territory design funnel governance forecasting cadence renewal health and ARR expansion playbooks.
- Establish enablement tools to build/maintain capability including standardized processes inspection points and performance dashboards.
- Develop and deploy a sales enablement framework that supports onboarding through masteryanchored in role-based competencies certifications and continuous learning.
2. Revenue Operations Excellence
- Architect standardized funnel and forecasting models that can be deployed across OpCos with different market dynamics and customer profiles.
- Deploy universal SaaS funnel and forecast metrics with consistent definitions and measurement methodologies that enable cross-OpCo performance benchmarking.
- Build predictive analytics capabilities that scale across business units to yield actionable insights to drive improved forecast accuracy.
3. Superior Customer Success
- Develop and deploy NDR optimization frameworks with standardized customer health scoring leveraging standard tech tools to reduce churn and drive cross-sell and upsell expansion.
- Deploy cross-sell and upsell expansion playbooks tied to usage milestones and business outcomes that can be customized for different OpCo product types.
- Establish churn prediction and prevention processes using consistent data inputs and intervention strategies that can be leveraged across all OpCos.
3. Market/Product Fit and Pricing Strategy
- Build market segmentation strategies with standardized customer profiling and needs assessment processes that scale across industries
- Develop pricing frameworks that can be adapted to different products and market segments while maintaining a consistent value-selling methodology.
- Create value realization measurement systems that connect product capabilities to measurable business outcomes across diverse customer bases
4. Drive Platform Leverage & Tech Stack Integration
- Lead integration of standardized SaaS sales tech tools:
- Leverage CRM as the system of record integrating sequencing CPQ funnel intelligence and health scoring.
- Embed AI-driven personalization and automation tools (e.g. SalesLoft Outreach Einstein Gainsight Einstein Clari Gong etc.) to enable commercial teams to engage smarter and faster.
5. Create Standard Work & Continuous Improvement Infrastructure
- Incorporate commercial best practices into scalable playbooks and operational standards.
- Implement continuous improvement across processes using feedback analytics and root-cause analysis to optimize seller experience and outcomes.
Ideal Candidate Profile
- 15 years of progressive experience in B2B Sales Customer Success Commercial Excellence and/or GTM Enablement roles ideally with 5 years in a SaaS or recurring-revenue model.
- Proven success building and scaling sales enablement or operations functions in high-growth transformation-stage environments.
- Deep understanding of salesforce-driven tech stacks and associated tooling (e.g. SalesLoft Outreach Einstein Gainsight Einstein Clari Gong etc.).
- Strategic systems thinker who can architect and operationalize complex go-to-market models across multiple teams and business units.
- Strong leadership track record in talent development succession planning and manager capability building.
- Familiarity with enterprise operating models.
Required Experience:
Director
Employment Type
Full-Time
