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Diligent, an AI-powered governance, risk, and compliance (GRC) SaaS leader, is seeking a Senior Commercial Operations Analyst to join the GTM Operations team. This role serves as a key execution and analytical partner, translating commercial strategy into scalable territory, routing, coverage, reporting, and operational processes.
You will combine strong analytical and modeling capabilities with hands-on experience across GTM systems and data. Key responsibilities include owning territory and coverage execution (including hands-on Fullcast management), account assignments, and territory maintenance; supporting annual and in-year territory planning through scenario modeling, account segmentation, and capacity analysis; analyzing sales performance, pipeline, productivity, and commercial metrics to identify trends and opportunities; building models that translate complex data into actionable recommendations; creating and maintaining Salesforce dashboards and reporting for commercial performance visibility; investigating and resolving complex operational and data issues across Salesforce, Fullcast, and the GTM data environment; and identifying opportunities to simplify, standardize, and automate recurring processes using data, technology, and AI.
Success requires moving fluidly between strategic analysis and detailed operational execution, partnering closely with Commercial Operations, GTM Systems, Sales, Customer Success, Finance, and other cross-functional teams. The role follows a hybrid model with 50% office attendance expectation; remote arrangements may be considered case-by-case. You must be based in the United States and able to work East Coast hours. Visa sponsorship is not available.
Diligent is headquartered in New York with offices in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. The company emphasizes innovation, flexible work, comprehensive benefits, diversity, and a mission-driven culture focused on governance and accountability.
**Requirements:**
- 5+ years in a GTM function with background in one or more of: Sales Operations, Revenue Operations, Commercial Operations, Marketing Operations, or Sales Strategy & Planning
- Strong hands-on experience with territory management, sales coverage, and sales planning processes
- Advanced Salesforce reporting and dashboard capabilities with ability to investigate complex account, opportunity, ownership, routing, and data issues
- Strong analytical and modeling skills, including advanced Excel or Google Sheets capabilities
- Demonstrated ability to translate large and complex datasets into actionable business insights and operational requirements
- Strong understanding of core commercial metrics: pipeline, conversion, bookings, sales productivity, capacity, coverage, retention, and expansion
- Ability to move comfortably between strategic business questions and detailed operational execution
- Strong problem-solving skills with demonstrated ability to independently investigate ambiguous problems
- Clear communication skills, sound business judgment, and strong sense of ownership and accountability
**Preferred Qualifications:**
- Experience with Fullcast, LeanData, or comparable territory management and routing platforms
- Experience partnering with Data and Analytics teams to operationalize data across systems
- Working knowledge of SQL, Snowflake, BI tools, or similar data environments
- Experience partnering cross-functionally with Sales, Finance, Customer Success, Data, and GTM Systems teams
- Experience in GRC or B2B SaaS environments
