Lead, Commercial Operations (Singapore)

Job Summary

Lead the commercial operations function for the Singapore business and turn commercial data into decisions leadership acts on. Covering the full revenue lifecycle from lead generation through to cross-sell into existing clients, you will interpret performance, form a clear point of view, and drive the actions that follow. The role manages one analyst and partners closely with Sales, Marketing and Finance.

This role sits within the Commercial department.

Key Responsibilities

1. Commercial Insight and Reporting

• Interpret Singapore commercial performance: pipeline health, conversion, sales cycle, win/loss, quota attainment.

• Lead the monthly commercial review with leadership, arriving with a diagnosis and a recommendation.

• Own the rolling forecast and track forecast accuracy against actuals.

• Conduct root-cause analysis when performance shifts and explain why with evidence.

2. Client Generation and Funnel Analytics

• Partner with Marketing on a standing cadence to obtain lead source, campaign spend and attribution data.

• Agree and maintain qualified-lead definitions and attribution methodology jointly with Marketing.

• Analyse lead quality, cost per qualified lead, source-to-close conversion and channel return.

• Segment the Singapore market and identify underworked segments and industries.

3. Cross-Sell and Account Expansion

• Maintain a single client view across Singapore service lines: what clients buy, what they do not, and where the risk sits.

• Produce a prioritised internal cross-sell target list each quarter with documented propensity logic.

• Work with sales and account owners to secure ownership of each target, then track and report conversion.

• Report expansion revenue and share of wallet separately from new logo revenue.

4. Pricing and Deal Support

• Analyse discounting, pricing realisation and margin by service line, client and deal type.

• Provide deal desk support on non-standard deals through scenario modelling and return analysis.

• Contribute Singapore analysis into pricing and incentive design.

5. CRM, Enablement and Team

• Custodian of HubSpot for Singapore: maintain data governance, pipeline architecture and workflow design, and audit data quality on a regular cycle.

• Maintain the documented sales process and supporting enablement assets.

• Evaluate and deploy commercial technology, including AI-assisted analysis and reporting automation, where the productivity case is clear.

• Manage, develop and set priorities for one Commercial Analyst.

Skills & Requirements

• Minimally 8 years of experience in commercial operations, revenue operations, sales operations, or commercial analytics, including team management experience.
• Proven record of turning commercial data into decisions that improve business outcomes.
• Advanced Excel skills and strong Power BI, or equivalent BI tool experience, with the ability to interrogate and extend an existing data model.
• Hands-on CRM experience, ideally HubSpot, including pipeline architecture and data governance.
• Strong commercial and financial literacy, including margin, pricing realisation, discount impact, and unit economics.
• Ability to influence senior stakeholders and sales teams without formal authority.
• Strong communication skills, with confidence presenting to and constructively challenging leadership.
• Eligible to work in Singapore.
• Background in professional services, corporate services, or business process outsourcing will be an advantage.
• Experience designing or running cross-sell or account expansion programmes will be an advantage.
• Experience applying generative AI tools to analysis and reporting workflows will be an advantage.

We are committed to fair and merit-based employment practices. All applications will be assessed based on skills, experience, and organisational fit. We welcome all applicants and do not discriminate on the basis of age, race, religion, gender, marital status, family responsibilities, or any other protected characteristic in accordance with the Tripartite Guidelines and Singapore law.