Principal, Commercial Planning - 1033

We are looking for a Principal, Commercial Planning to shape the analytical and planning capability framework for  our rapidly growing global commercial organisation. Working closely with Commercial leadership, Corporate Strategy, Finance, Revenue Operations and Offering Management, you will translate company strategy and commercial performance into actionable plans covering growth, capacity, territories, quotas, pricing and investment.

This is a highly visible senior individual-contributor role requiring exceptional analytical capability, commercial judgement and executive communication skills. You will act as a trusted advisor to Commercial and cross-functional leadership, bringing together financial, market and operational insights to challenge assumptions, evaluate strategic choices and improve the quality of commercial decision-making across the organisation.

Key responsibilities:

Commercial Performance & Planning

• Establish and own weekly, monthly and quarterly business review reporting, translating performance trends into strategic insights, risks, opportunities and recommended  actions for senior leadership.

• Define and develop, in partnership with Product & Finance 1-3 year commercial capacity, growth and productivity models.

• Own annual and quarterly commercial planning, aligned with Corporate Strategy and FP&A.

• Define and evolve territory, segmentation and coverage models across regions and customer segments.

• Partner with the designated Finance business partner to translate commercial plans into agreed budgets and forecasts, challenging assumptions and ensuring financial plans accurately reflect commercial strategy, capacity requirements and expected performance.

Quotas, Incentives & Pricing

• Develop quota methodologies and provide expert input into sales incentive design with Sales leadership, Finance and RevOps.

• Build pricing analytics and recommendations, partnering with Offering Management to inform and  evolve pricing models.

• Analyse realised pricing, discounting, margins, deal economics, exceptions and offer mix, identifying systemic trends and recommending changes that improve commercial performance and decision-making.

• Lead quarterly pricing reviews and track agreed pricing model improvements through implementation to measure commercial impact.

• Develop frameworks and decision criteria for evaluating complex commercial trade-offs across price, margin, growth, capacity, and strategic value.

Commercial Insight

• Model cost, benefit, ROI/payback and key assumptions for headcount, technology, geographic expansion and route-to-market decisions.

• Analyse productivity, conversion, win/loss and commercial performance trends, identifying underlying drivers and translating findings into recommendations for senior leadership.

• Provide evidence-based recommendations on where and how the commercial organisation should invest and scale.

• Lead complex analytical work on new or ambiguous commercial questions where established methodologies or precedents may not exist.

• Evaluate external market, competitive and internal performance signals to identify implications for commercial strategy and planning assumptions.

Must Have:

• Significant experience in Commercial Planning, Strategy & Operations, Business Planning, FP&A, Revenue Operations or a similar analytical role, including experience advising senior leadership on complex commercial decisions.

• Exceptional analytical and financial-modelling capability.

• Strong understanding of enterprise sales economics, capacity planning and commercial productivity.

• Experience with territory, quota and incentive modelling.

• Experience analysing pricing, discounting and commercial models, and translating analysis into actionable commercial recommendations.

• Strong business-case and scenario-modelling skills.

• Ability to translate complex analysis into concise executive recommendations.

We value: 

• Experience supporting global commercial organisations spanning multiple regions, customer segments or routes to market.

• Experience supporting major growth, market-entry, organisational scaling or commercial transformation initiatives.