Head of Commercial - Remote

About the Job
The Head of Commercial is a strategic, hands-on leader responsible for driving new business acquisition, expanding existing customer accounts, and unifying our commercial functions to achieve aggressive growth targets. Reporting directly to the CEO, this role oversees pipeline generation through BDRs, pipeline management by Sales Reps, and Customer Success to accelerate revenue. The ideal candidate has a proven track record in enterprise sales within a mid-sized, high-growth company, is comfortable in the field, and excels at representing our commercial strategy to both the broader organization and the board. Working cross-functionally with Marketing, Product, and Finance, they will champion operational excellence, innovation, and team development while embodying Opal’s mission, values, and collaborative culture.

About You

You are a strategic and results-oriented leader with extensive experience in enterprise B2B SaaS sales and customer success. With a proven ability to grow and scale high-performing teams, you enjoy being scrappy and take a hand’s-on, collaborative approach to leadership. You have been in the driver’s seat before and know what it takes to scale an organization from $1M to $50M and beyond. 

With a deep understanding of enterprise sales mechanics, you are well versed in land-and-expand sales models, and managing multi-threaded sales and contracting processes. You have a strong track record for developing effective sales strategies, and implementing sales playbooks that are scalable, repeatable and deliver on business objectives. You also possess expertise in building and nurturing executive relationships and are passionate about delivering exceptional customer experiences. 

Driven by a passion for innovation, you thrive on tackling complex challenges and aligning cross-functional teams to drive business impact. You are highly skilled at analyzing data, developing revenue forecasts, and making data-driven decisions. Your creative problem-solving skills and leadership by example inspire those around you to achieve their best and contribute to a culture of excellence.

About the Company

Opal is a remote-first company and we pride ourselves on a scrappy, collaborative culture where every leader is hands-on, data-driven, and passionate about delivering exceptional customer experiences. 

Our platform is designed for marketing and communications teams, providing a single source-of-truth, connecting strategic planning and day-to-day execution. With real-time visibility and seamless collaboration tools, Opal helps teams stay aligned and agile. Visit workwithopal.com to see why top-brands brands like Target, Starbucks, and General Motors rely on Opal.

Key Responsibilities:

• Strategic Leadership: Develop and execute comprehensive commercial strategies that achieve Opal’s revenue growth and customer retention targets, aligning cross-functional efforts to achieve strategic business objectives.
• Team Management: Lead, mentor, inspire, and scale high-performing teams. Foster a culture of accountability, collaboration, and continuous improvement.
• Client Relationships: Cultivate and maintain strong relationships with key clients and partners, serving as an executive sponsor and advocate for their success. Expertise in driving customer loyalty and delivering strategic value to executives and Fortune 100 companies. 
• Customer Lifecycle: Own and drive the entire customer lifecycle journey, including onboarding, adoption, expansion, and renewal, by establishing best practices and processes to maximize customer success and satisfaction.
• Revenue Growth: Identify and pursue new business opportunities, establish expansion pipelines, and oversee renewals to maximize customer lifetime value and net revenue retention.
• Operational Excellence: Implement processes, methodologies, and metrics to optimize sales efficiency, forecasting accuracy, and customer success outcomes. Analyze data and performance metrics to identify areas for improvement.
• Market Insights: Provide thought leadership on market trends, customer needs, and competitive landscape. Share insights to inform product development, marketing, and other cross-functional support strategies.
• Compliance and Security: Partner with Legal and InfoSec to maintain regulatory compliance, ensure alignment on commercial terms, and maintain internal policies and training programs.
• Collaboration: Promote transparency and collaboration, working closely with Product, Marketing, and other teams to enhance customer experience and align on go-to-market strategies.
• Representation: Represent Opal at industry events, tradeshows, and conferences to enhance brand visibility and network with potential partners & clients. Represent the company at customer meetings, and executive briefings to position Opal as a market leader.

• Undergraduate degree or equivalent experience required; MBA is a plus.
• Minimum of 8 years Enterprise B2B SaaS sales and customer success leadership, with experience scaling organizations from $1M - $50M.

• Progressive experience in building, scaling, and leading high-performing sales, expansion, customer success and business development teams.
• Success in leading fully remote teams while ensuring high performance and fostering a highly engaged and collaborative work environment.
• Demonstrated success in managing large-scale Enterprise accounts and leading global commercial strategies.
• Proven ability to drive revenue growth, exceed performance targets, and manage complex sales cycles.
• Expertise in SaaS pipeline forecasting and renewals in recurring revenue models, with experience in Gong Forecast being a big plus.
• Strong executive presence with exceptional communication and negotiation skills.
• Deep understanding of the marketing technology space and customer pain points.
• Natural alignment with Opal’s Values: Open & Honest, Passionate, Accountable, Level-Up, Intentional, Teamwork, and Excellence.

• Competitive, market-leading compensation package, including stock options
• 100% company-paid Medical/Rx, Dental, and Vision Insurance for employees (plus company-subsidized dependent coverage)
• Employer funded Health Savings Account (HSA) 
• Flexible Spending Accounts (FSA) for Health, Dependent Care, Commuter, Parking
• Company-paid Life/AD&D, Short and Long Term Disability Insurance (with voluntary buy up options)
• Unlimited Paid Time Vacation, Paid Sick Time, and 21 Paid Company Holidays
• Paid Parental Leave & Back-to-Work Program
• 401(k) and Roth Retirement Plans
• Company-sponsored outreach & activity programs
  

Opal is an equal-opportunity employer and committed to creating an inclusive and diverse environment.  We believe a diverse workplace promotes innovation and enhances decision making.  We encourage applications from all qualified candidates and will consider all applicants without regard to race, color, religion, gender identity or expression, national origin, sexual orientation, disability, age, or veteran status.

Compensation Range:

On Target Earnings of $300,000 - $350,000 (includes base + variable)