Sr. Director, Commercial Operations

The Senior Director, Global Commercial Operations, will lead a high-performing, cross-functional team responsible for driving growth, optimizing sales processes, and accelerating commercial success. This strategic leader will work closely with global commercial teams to develop and execute initiatives that increase deal size, accelerate time to close, and enhance overall business effectiveness. The role is integral in supporting commercial teams across the entire customer lifecycle, providing valuable market intelligence, sales training, and operational optimization. The Director will also oversee onboarding, product launch effectiveness, and visibility into sales performance to ensure alignment with corporate objectives. Additionally, this individual will play a key role in the development of commercial strategies, ensuring Waters is well-positioned to provide end-to-end value across market verticals and strategic customer segments.

• Global Go-to-Market (GTM) Strategy Development: Lead the design and execution of innovative GTM strategies that align with business objectives and market segmentation. Work with cross-functional teams to ensure that commercial organizational structure, call planning, and targeting activities are optimized for maximum growth and impact across all market verticals and customer segments.
• Team Leadership & Development: Build, lead, and mentor a diverse team of commercial operations professionals, sales operations specialists, and sales training experts. Provide coaching, guidance, and performance management to ensure that each team member excels in their role and contributes effectively to the success of the organization.
• Sales Territory Design & Strategy: Develop and implement strategic sales territory plans that optimize coverage, resource allocation, and alignment of sales teams to maximize growth in targeted markets. Ensure that sales teams are empowered to reach their full potential and meet organizational goals.
• Sales Enablement & Support: Collaborate with marketing, product, and sales teams to design and implement sales enablement programs that enhance the efficiency of the sales force. Oversee the creation of tools, systems, and training programs that equip sales teams with the knowledge and skills needed for success, including product training, value selling techniques, and prospecting best practices.
• Sales Process Optimization: Drive continuous improvement in the sales process from lead generation through deal closure. Identify process bottlenecks, implement industry best practices, and leverage technology to streamline workflows, reduce sales cycle times, and improve conversion rates.
• Leadership in Commercial CRM & Data Analytics: Lead thought leadership initiatives to improve data capture and analytics from the commercial team. Spearhead the development of CRM platform requirements and provide recommendations for enhancements that will drive better insights, reporting, and decision-making capabilities.
• Performance Analysis & Insights: Partner with the Revenue Operations and Analytics teams to monitor and assess key performance indicators (KPIs) and sales metrics. Analyze sales data to identify trends, uncover areas for improvement, and provide actionable insights to senior leadership, helping guide the commercial strategy and growth initiatives.
• Sales Forecasting & Pipeline Management: Collaborate with sales leaders to develop accurate sales forecasts and ensure proper pipeline management. Lead pipeline reviews and ensure alignment between sales forecasts and business targets to guarantee that revenue goals are met and exceeded.
• Define & Refine Commercial Priorities: Work closely with sales leadership to establish clear commercial objectives, prioritizing initiatives that align with corporate goals. Offer insights into technology and process improvements that will strengthen Waters’ competitive positioning and market penetration.
• Sales Compensation & Incentive Programs: Develop sales compensation strategies that are aligned with business objectives, motivating the sales team to achieve performance targets. Regularly review and refine incentive programs to ensure they drive the right behaviors and outcomes.

• 10+ years of experience in commercial operations, sales enablement, or a related field within life sciences, technology, or a similar industry. Proven success in leading global teams, optimizing sales processes, and driving business performance.
• Demonstrated ability to lead, develop, and inspire cross-functional teams, fostering collaboration and high performance. Strong experience in managing teams focused on sales operations, training, and analytics.
• Exceptional strategic and analytical thinking with the ability to assess complex business problems and deliver innovative solutions that align with organizational goals.
• Deep understanding of the sales process, from lead generation to deal closure. Proven ability to optimize sales workflows and leverage CRM and sales enablement tools to improve efficiency and effectiveness.
• Outstanding communication skills, with the ability to influence senior leadership, collaborate
• Strong ability to use data and analytics to make informed decisions, track performance, and identify opportunities for improvement. Experience working with analytics teams to develop insights that drive action.
• Bachelor's degree in Business, Marketing, Life Sciences, or a related field. MBA or advanced degree preferred.

Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant advancement in healthcare delivery, environmental management, food safety, and water quality.   

Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow. 

Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or protected Veteran status.