Director, Commercial Strategy & Revenue Operations

What you'll do

• Serve as the primary commercial intelligence function for B2B - synthesising pipeline data, publisher trends, competitive dynamics, and performance patterns into clear strategic recommendations for the CCO and senior leadership
• Own the commercial narrative for investor reporting and board presentations - ensuring Coda's B2B performance story is rigorous, well-evidenced, and compellingly told
• Build commercial models and business cases that inform pricing decisions, market prioritisation, and strategic resource allocation
• Support the CCO on high-priority strategic initiatives and cross-functional alignment - acting as a force multiplier on the things that matter most commercially
• Drive AI-led process improvement across the commercial organisation - identifying manual or repetitive workflows and building smarter, automated alternatives that free the commercial team to focus on higher-value activity
• Own Coda's B2B CRM (HubSpot) - pipeline governance, data integrity, and commercial reporting across an enterprise sales organisation spanning APAC, EMEA, and Americas
• Build forecasting and pipeline reporting infrastructure that gives commercial leadership precise, real-time visibility on revenue performance by region, product, and publisher segment
• Define and govern B2B commercial processes - pipeline stages, qualification frameworks, handoff protocols - driving consistency and rigour across regional sales and distribution teams
• Lead the annual and quarterly revenue planning process with the CCO and Finance, translating business targets into actionable coverage models and pipeline requirements
• Identify and eliminate friction points across the commercial operation - working across sales, distribution, and marketing to improve velocity and conversion

What you'll bring

• 6+ years of experience in management consulting, investment banking, commercial strategy, or a strategy-adjacent role - with at least 2-3 years in an operational or industry role where you have owned outcomes, not just produced recommendations
• Exceptional analytical ability - able to build rigorous commercial models, identify meaningful patterns in complex data, and translate insight into clear strategic action
• AI-native - you already use AI tools meaningfully in your day-to-day work and are excited about building AI-driven workflows that improve commercial performance at scale
• Strong written and verbal communication - able to produce board and investor-quality output and present confidently to senior commercial and executive audiences
• HubSpot or equivalent CRM experience - comfortable governing and optimising a CRM platform at an operational level
• Cross-functional influencer - able to drive alignment and behaviour change across senior commercial teams without direct authority
• Builder mentality - energised by ambiguity and the opportunity to create infrastructure and processes that don't yet exist
• High pace and high standards - you work fast, roll up your sleeves to produce quality output, and are comfortable with the demands of a high-growth environment
  
  

Why this role

• This is a rare opportunity to sit at the centre of a high-growth, global, investor-backed digital commerce business at a pivotal moment in its development. You will have direct access to the CCO and wider executive leadership team, visibility across the entire B2B commercial operation, and the opportunity to shape how the business thinks about and drives its performance. Your work will be seen at board and investor level. The scope will grow as the business grows. If you are looking for a role where you are genuinely trusted, where pace and quality are rewarded, and where there is real upside in being part of something that is scaling - this is it.