Purpose
The Head of Commercial Operations & Enablement (HCOE) is the analytical and operational engine of GDT's Customer function: the person the Chief Customer Officer relies on to measure and steer commercial performance, manage the infrastructure the Sales team needs to win, and ensure that customer insights translate into effective commercial strategy. This is a newly defined, standalone role, the first dedicated Commercial Operations and Enablement function at GDT. The HCOE will build the discipline from scratch, working closely with Sales, Marketing, Customer Ops Support and Technology. Initially operating as a sole contributor, the role has clear potential to grow into a team leadership position.
Key Accountabilities
The HCOE is accountable for ensuring that GDT's commercial operations, enablement systems and revenue planning capability are rigorous, reliable and tightly connected to business performance. All accountabilities are executed in alignment with organisational strategy and underpinned by clear performance measures.
- Sales process discipline & optimisation : Establish best-in-class practices across prospecting, pipeline management, deal qualification and deal progression. Identify conversion bottlenecks and drive continuous improvement. Enforce consistent methodology, stage gate definitions and governance standards.
- Commercial strategy & intelligence : Synthesise pipeline data, participation trends, and competitive dynamics into strategic recommendations for the CCO. S hape the commercial narrative for leadership reporting. Build models and business cases that inform pricing, market prioritisation and resource allocation.
- Revenue planning, forecasting & KPIs : Own annual and quarterly revenue planning, scenario modelling, and performance tracking for both seller and buyer acquisition. Develop and standardise KPI frameworks and Power BI dashboards. Maintain forecasting accuracy and pipeline coverage standards.
- Sales enablement & capability building : Diagnose Sales team capability gaps and build structured programmes to close them. Produce and maintain playbooks, pitch assets, and objection-handling guides. Design and deliver internal onboarding and training (distinct from customer-facing content owned by Marketing / Product / Customer Ops Support)
- CRM, tools & adoption : Admin ownership of Membrain (sales enablement tool): drive sales adoption, data quality, build out reporting and system usage standards. Use AI-powered tools to automate repetitive commercial workflows.
- Governance, compliance & data integrity : Ensure adherence to sales process standards and data governance requirements. Maintain the reliability of pipeline, forecast, and performance data for decision-making.
- Customer Team Membership: Fulfil GDT Clear team member accountabilities and engage as an active partner with the Customer Team, contributing strategic perspectives and participating in collaborative decision-making, including making enterprise-level trade-offs beyond functional interests when required.
Experience & Capability Requirements
Skills & Experience
- Proven B2B commercial strategy, revenue operations and/or sales enablement experience, with a track record of influencing decisions at senior leadership level
- Strong analytical capability: commercial modelling, data interpretation, and translating insight into clear, actionable recommendations
- Experience owning revenue planning or forecasting processes: target-setting, scenario modelling, and performance tracking against plan
- Hands-on experience building and maintaining dashboards and reporting in Power BI
- Proficiency in AI productivity tools (including Microsoft Copilot/Claude) with a demonstrated commitment to using them to drive commercial effectiveness
- Hands-on experience managing a CRM platform (HubSpot and/or Membrain strongly preferred)
- Experience establishing sales process governance: methodology standards, stage gate definitions and data integrity disciplines
- Excellent written communication; able to construct rigorous commercial narratives for leadership audiences
- Strong project management capability: able to own complex, multi-stakeholder workstreams independently without close supervision
- 10+ years of relevant professional experience preferred
Personal Attributes
- Analytically exceptional and operationally sharp: energised by turning complex commercial data into clear insights
- Builder mindset: comfortable with ambiguity, able to create structure and rigour where little exists, and prioritises ruthlessly
- Commercially instinctive: understands what drives participation on both sides of GDT's marketplace and connects enablement outputs to revenue outcomes
- Collaborative and influential without formal authority: earns trust across Sales, Marketing, Technology, and Customer Ops Support through the quality of thinking
- Growth-oriented: actively develops own capability and, in time, able to develop and lead others as the function scales
Success Indicators
- The CCO and leadership have reliable, consistent visibility of commercial performance (pipeline health, forecast accuracy, and revenue trajectory) through standardised reporting and dashboards.
- The Sales team operates with a clear, consistently applied sales process: agreed methodologies, stage gate definitions and governance standards are embedded and used.
- This role supports sound revenue planning. Annual targets are well-evidenced, scenario models are maintained, and the CCO has confidence in the commercial plan presented to leadership and the Board.
- Sales team capability and effectiveness improve measurably: salespeople are well-equipped with playbooks, content, and training, and enablement programmes are visibly connected to pipeline and conversion outcomes.
- CRM and commercial tooling are fit for purpose, adopted consistently, and trusted: data quality is high enough that pipeline and contact records are a reliable basis for decision-making.
- This role is recognised by the CCO, Sales leadership, and cross-functional partners as a valued strategic contributor, bringing rigour, clarity, and commercial judgment to the decisions that matter most.
Note: GDT Clear is GDT's organisational framework, inspired by Requisite Organisation principles, ensuring work complexity matches capability, roles have clear accountability and authority, and organisational structures support long-term value creation.
