Senior Director, Commercial Strategy

About this role

Job Title: Senior Director, Commercial Operations

Location: Remote

Exemption Status: Full-time/ Exempt

Who We Are

Impiricus is the first and only AI-powered HCP Engagement Engine. In 2025, Deloitte named Impiricus the #1 fastest growing company in North America for their prestigious Fast 500 list. Founded by a practicing physician and a senior pharmaceutical executive, Impiricus was created to transform how life sciences companies support physicians. We ethically connect HCPs to pharma resources, reduce go-to-market costs and accelerate patient access to the treatments they need.

With our unique access to the largest opted-in network of HCPs, their insights, and clinical expertise, we are the leading provider of AI technology and real-time channels that life science companies need to deliver clear, reliable, and evidence-based resources directly into the hands of HCPs. Guided by a council of 2000+ trusted HCP advisors, we ensure every interaction is clinically meaningful, ethically grounded and leads to better patient care.

Job Summary:

We are looking for a Senior Director, Commercial Operations — a builder and operator who partners day-to-day with the VP of Commercial Operations to design, test, and scale what works across the commercial organization. You will identify opportunities, run proofs of concept, develop playbooks, and lead the change management needed to get new tools, processes, and motions adopted across the commercial organization.

You bring 10+ years of experience in high-growth environments, the structured thinking of a consultant, and the hands-on instincts of someone who has built from scratch under pressure. You are equally comfortable in a whiteboard session developing a new go-to-market motion and in the weeds ensuring HubSpot hygiene is holding. You do not wait to be told what needs to happen — you see it, build it, and get it adopted.

Duties/Responsibilities:

Commercial Program Management & Operational Cadence

• Own and run core commercial meetings — Pod Leader Meetings, Sales & CS Monthly, and Commercial All Hands — setting agendas, preparing supporting materials, and ensuring decisions and follow-through are documented and tracked

• Drive HubSpot hygiene and pipeline review discipline, including owning the High Priority (White Glove) pipeline in partnership with sales leadership

• Establish and maintain Asana as the system of record for commercial special projects — tracking progress, surfacing blockers, and holding teams accountable

• Manage dependencies across adjacent teams (Marketing, Operations, Client Services, Finance, Compliance, etc), ensuring handoffs are clean, timelines are met, and the VP of Commercial Operations has full visibility

• Lead the commercial team's best practices Center of Excellence: capturing what works, documenting what does not, and packaging it for adoption by sales ops and sales leadership

Proof of Concept, Playbook Development & Change Management

• Design and run experiments across the commercial funnel — testing new go-to-market motions, outreach approaches, pipeline processes, and engagement strategies before scaling them to the broader team

• Build proofs of concept that demonstrate what good looks like, including high-touch outreach programs, White Glove pipeline management, and senior leadership engagement initiatives

• Develop clear, practical playbooks that translate what works in pilots into repeatable processes that the broader commercial team can adopt and execute

• Lead change management for new commercial tools, processes, and motions — building rollout plans, enablement programs, and role-based training that drive real adoption, not just awareness

• Lead high-touch outreach and follow-up programs tied to marketing, developing the end-to-end commercial motion including senior leadership engagement and go-to-market initiatives

• Drive evaluation and implementation of a commercial sales methodology (e.g., MEDDPICC, BANT) — selecting the right framework, building the enablement program, and leading adoption across Sales and CS

• Partner closely with the VP of Commercial Operations day-to-day to align on priorities, pressure-test ideas, and ensure programs are grounded in commercial reality

AI-Driven Innovation & Enablement

• Deploy AI agents and build AI-powered workflows that meaningfully improve commercial team productivity, pipeline visibility, and decision-making

• Stay ahead of the AI tooling landscape; bring a point of view on what is worth building and what is noise, and act on it

• Create feedback loops and iteration cadences to continuously improve what has been built, with a focus on sustained adoption over time

Commercial Strategy & Special Projects

• Own commercial compensation design for Sales and CS by partnering with People Operations and Finance to develop incentive structures and end-state models that drive the right commercial behaviors

• Lead Sales and CS performance evaluation processes, ensuring consistency, fairness, and alignment to commercial goals

• Drive commercial org design work, including pod structure, account allocation, and coverage model. Synthesize leadership inputs and translating them into clear, actionable recommendations

• Take the lead on internal commercial special projects and the Ascend Commercial Roundtable, partnering with the VP of Commercial Operations and CCO to drive alignment on mission-critical priorities

Experience:

• 10+ years of experience, including 5+ years in management consulting (strategy, operations, or GTM focus at MBB, Big 4, or boutique strategy firm) or equivalent structured problem-solving experience built inside a high-growth company

• 5+ years of commercialization experience in the pharmaceutical/biotech/medical device space preferred

• Demonstrated experience at a venture-backed or high-growth company that scaled rapidly: think 3-10x revenue or headcount growth within a 2-3 year window. Did not just observe the hypergro

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