Senior Commercial Director

Overview:

You will serve as Precisely's senior commercial authority for our most strategic customer relationships. This is not a selling role. You are the person who makes sure the deals our account teams bring forward are structured for long-term value. You will review transactions before they reach the customer, advise Account Executives and Renewals Account Managers on negotiation strategy and contract structure, and serve as the connective tissue between Sales, Finance, Legal, and Operations on high-stakes commercial decisions. This role requires executive-level judgment, deep familiarity with enterprise software agreement mechanics, and the credibility to push back on deal assumptions when the structure puts long-term value at risk. You will operate as a trusted senior individual contributor with line-of-sight to the CBO. This is a senior individual contributor role. As the commercial excellence model matures, it may grow into a team lead function, but the immediate mandate is hands-on deal review and advisory.

What you will do:

•    Review deals before customer presentation. Evaluate structure, identify commercial risk, and ensure alignment to account growth strategy.
•    Advise AEs and RAMs on negotiation strategy, concession sequencing, contractual leverage points, and multi-year structuring.
•    Identify cross-sell, upsell, and expansion opportunities embedded within existing agreements.
•    Serve as the cross-functional translator between Sales, Finance, Legal, and Operations, resolving competing priorities without becoming an escalation bottleneck.
•    Engage Finance and Revenue Recognition to ensure deal structures meet margin and rev rec requirements before commitments are made.
•    Translate contract language into commercial impact for Sales stakeholders and vice versa for Legal.
•    Escalate deals requiring executive-level commercial judgment to the CBO with a clear point of view and recommended path.
•    Track deal quality metrics, margin realization, and commercial risk identification across the Strategic Accounts portfolio.
•    Champion the use of AI tools to improve deal analysis, contract review, and commercial modeling workflows.

Within the first year, success looks like measurably improved deal quality across the Strategic Accounts portfolio, account teams proactively engaging this role on complex transactions, and a commercial review rhythm that strengthens deal structure without slowing velocity.

What we are looking for:

Required:
•    Bachelor's degree (equivalent work experience will be accepted in place of the education requirement)
•    7+ years of enterprise software or SaaS experience in commercial, deal strategy, or strategic finance roles with direct exposure to complex contract negotiation
•    Demonstrated ability to evaluate and restructure deal economics – discounting, multi-year terms, licensing constructs, upsell mechanics – with an eye toward long-term value
•    Working knowledge of enterprise software agreement language, including M&A and divestiture clauses, revenue recognition implications, and contractual risk provisions
•    Proven track record operating cross-functionally with Sales, Finance, Legal, and Operations at a senior level
•    Ability to engage credibly with C-suite and senior Finance/Legal stakeholders on both sides of a negotiation
•    Travel required: <10%

AI Skills/Knowledge: Precisely is an AI-first organization. All employees are expected to demonstrate proficiency in applying AI tools to accelerate their work, improve output quality, and eliminate low-value tasks. Candidates should be comfortable using generative AI tools (e.g., Claude, Microsoft Copilot) in their day-to-day workflows, able to evaluate AI-generated outputs critically, and open to continuously adopting new AI capabilities as they emerge.

•    Uses AI tools to accelerate contract analysis, deal modeling, and negotiation preparation
•    Evaluates AI-generated outputs critically before applying them to high-stakes commercial decisions or customer-facing materials
•    Stays current on AI capabilities relevant to commercial strategy and applies them responsibly

Preferred Skills (a plus but not required): 
•    Prior experience in a Commercial Excellence, Deal Strategy, or Revenue Strategy function at an enterprise software or SaaS company
•    Familiarity with renewal and expansion motions in a net revenue retention business
•    Experience operating within a private equity-backed or high-growth public SaaS environment
•    Exposure to account-based selling models and strategic account planning frameworks

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