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Salary: USD 110,000 - 160,000 / annual
Citrine Informatics is an AI-driven SaaS platform helping chemical and materials companies accelerate product development through chemically-aware data management and AI tools. The company serves 10 of the top 20 chemical companies globally and has created over $100M in customer value. Citrine is on the CB Insights AI 100 and Inc. 5000 lists.
You will report to the COO and manage the Commercial Operations Team, owning the performance of commercial tech stack, commission planning, and deal desk functions. This is a dual-focus role combining people management with high-impact analytical work.
**Key Responsibilities:**
**Lead Commercial Operations Function:** Manage and develop the Commercial Operations Lead, setting priorities and raising execution quality. Own the health of revenue systems and CRM data integrity. Ensure accurate, timely sales compensation and commission calculations. Build deal desk as a capability with approval frameworks, discount guardrails, and order-form standards that enable speed without downstream problems.
**Pipeline & Forecast Analytics:** Own the forecast process end-to-end (cadence, inputs, model, accuracy). Build and maintain pipeline, conversion, and sales productivity analytics to identify funnel leaks and quantify improvement value. Run rigorous win/loss and churn analysis, translating findings into sales process changes. Design dashboards and metrics that let leadership see the business without manual pulls.
**Pricing & Packaging:** Analyze pricing, packaging, and discounting performance across the customer base. Build models supporting pricing decisions, including scenario analysis on revenue and margin impact. Partner with Sales, Product, and Finance to design and test monetization changes. Establish and steward discount governance as the company scales.
**Growth Initiatives:** Lead cross-functional growth initiatives from problem framing through implementation—segmentation, ICP definition, territory design, expansion motions, funnel experiments. Bring structure to ambiguous strategic questions: scope, source data, form defensible recommendations, secure buy-in. Support annual and quarterly GTM planning including capacity modeling, quota setting, and goal architecture. Identify operational inefficiencies and drive process/tooling improvements.
**Requirements:**
The posting does not explicitly state required years of experience, education, or certifications. However, the role expects demonstrated capability in: commercial operations management and team leadership; financial and sales analytics; CRM and revenue systems; pricing and packaging strategy; cross-functional project leadership; and ability to move from ambiguous strategic questions to implemented outcomes.
