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About WCG

WCG delivers transformational solutions that accelerate clinical research and advance human health. We serve the experts, innovators, and pathfinders on the frontlines of science and medicine-empowering them to develop breakthrough therapies while ensuring the risks of progress never outweigh the value of human life. Together, we stimulate growth, maximize efficiency, and shape the future of clinical trials.

Why WCG

At WCG, we invest in our people because you are the driving force behind our mission. When you grow, our impact grows. When you thrive, research accelerates. We empower you to build a meaningful career while advancing the work that improves lives.

What we offer:

Comprehensive health and financial protection - Medical, dental, vision, life and disability insurance, 401(k) with company match, and flexible spending accounts

Resources that support your whole life - Employee assistance programs and work/life balance tools

Investment in your growth - Referral bonuses, tuition reimbursement, on-the-job training, certification assistance, and continuing education support

Time to recharge - Paid holidays, vacation, and sick time

Pathways forward - Career development opportunities across One WCG

We practice transparency in everything we do, including compensation. The salary range for this position reflects our commitment to fair, competitive pay based on your qualifications, experience, skills, education, and location. Together, we'll find the right fit for your expertise and our shared mission.

Job Summary

The Director, Commercial Process & GTM Technology is responsible for defining and advancing WCG's future-state selling motion and the technology-enabled processes that support the complete lead-to-cash and customer relationship lifecycle. The role positions Salesforce.com not simply as a customer relationship management system or source of truth for sales activity, but as the foundational platform within an integrated commercial technology ecosystem.

This leader owns the vision, governance, roadmap, adoption, and continuous improvement of Salesforce.com while working across Commercial, Marketing, Finance, Legal, Operations, Information Technology, and other stakeholders to connect customer engagement, opportunity management, forecasting, contracting, and downstream commercial processes. The role will establish an end-to-end operating model that uses Salesforce.com, Gong, WCG's contract lifecycle management solution, and other go-to-market technologies to improve visibility, consistency, user experience, decision-making, and execution across the customer journey.

ESSENTIAL DUTIES/RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The accountabilities listed below are representative of the knowledge, skills, and/or ability required.

+ Develop and maintain the future-state vision, strategy, and multi-year roadmap for WCG's selling motion, commercial processes, and go-to-market technology ecosystem.

+ Position Salesforce.com as the foundational commercial platform within the end-to-end lead-to-cash and customer relationship lifecycle, connecting business processes and information across customer engagement, opportunity management, forecasting, contracting, and post-sale handoffs.

+ Own Salesforce.com product strategy, platform governance, system roadmap, release priorities, data standards, user experience, adoption, and ongoing optimization for the Commercial organization.

+ Lead the design, standardization, documentation, and continuous improvement of scalable commercial processes that support how WCG identifies, engages, develops, forecasts, contracts, wins, and transitions customer opportunities.

+ Define the integrated operating model for customer engagement using Gong and other relevant tools, including expectations for capturing customer interactions, insights, risks, commitments, and next actions.

+ Advance opportunity management by aligning Salesforce.com and Gong workflows, data, and user practices to create consistent visibility into opportunity health, progression, stakeholder engagement, and required actions.

+ Partner with Commercial and Finance leadership to strengthen forecasting processes and fully leverage Gong forecasting capabilities, supported by clear definitions, governance, cadence, and accountability.

+ Collaborate with WCG's Legal team to fully leverage the contract lifecycle management solution and improve visibility, workflow alignment, status transparency, and data continuity from opportunity development through contracting.

+ Identify and resolve process, data, integration, and workflow gaps across the commercial technology ecosystem, with a focus on reducing manual work, duplicate entry, disconnected handoffs, and inconsistent user practices.

+ Establish governance forums and decision rights for commercial process and technology priorities, coordinating requirements and tradeoffs across Commercial, Marketing, Finance, Legal, Operations, and Information Technology.

+ Translate business strategy and user needs into process designs, platform requirements, implementation priorities, acceptance criteria, and measurable outcomes.

+ Develop and monitor adoption, data quality, process compliance, pipeline, forecasting, cycle-time, and user-experience measures to identify trends and improvement opportunities.

+ Lead change management, stakeholder communication, training strategy, and reinforcement activities required to embed new commercial processes and technology capabilities.

+ Maintain a disciplined intake and prioritization process for enhancements, defects, integrations, reporting needs, and new capabilities, balancing strategic value, business risk, user impact, and delivery capacity.

+ Partner with technology teams and external providers to ensure solutions are scalable, secure, supportable, and aligned with enterprise architecture and data governance expectations.

+ Serve as a strategic advisor to Commercial leadership on selling-process design, commercial technology capabilities, and opportunities to improve effectiveness across the customer lifecycle.

+ Lead by example, fostering a culture of accountability, collaboration, innovation, customer focus, and continuous improvement.

+ Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.

EDUCATION REQUIREMENTS:

+ Bachelor's degree in business, information systems, technology, data, life sciences, or a related field required; advanced degree preferred.

CERTIFICATIONS/LICENSE/REGISTRATION REQUIREMENTS:

+ Salesforce certification preferred; relevant product management, process improvement, change management, or commercial operations certification is a plus.

QUALIFICATIONS/EXPERIENCE:

+ Minimum of 10 years of progressive experience in commercial operations, revenue operations, sales operations, business process transformation, product management, or go-to-market technology.

+ Demonstrated experience d...

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Director, Commercial Process and GTM Technology

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