🕒 2 days ago
Leads commercial operations across revenue operations, enablement, clinical specialists, and analytics, building the planning, systems, and deal governance that support growth and improve seller effectiveness.
Director Commercial Ops
🕒 yesterday
Commercial OperationsRevenue OperationsField EnablementCommercial Analytics
📜 Description
- Lead and develop Revenue Operations, Field Enablement, Clinical Specialists, and Business Analysts.
- Set annual and quarterly planning, capacity and quota strategy, and business reviews with the CRO and executive team.
- Own commercial performance insights across pipeline health, conversion, win/loss, deal economics, and rep productivity.
- Establish pricing guardrails, approval authority, and contracting standards for employer, health plan, and channel deals.
- Deploy enablement and clinical specialists to support sellers with relevant narratives, evidence, and clinical credibility.
- Drive the GTM systems roadmap and use AI and automation to reduce manual commercial work.
🛠️ Requirements
- 10+ years in Revenue or Commercial Operations, Strategy & Operations, or consulting.
- 5+ years leading multi-function teams, including Revenue Operations and at least one of Enablement, Sales Strategy, or Analytics.
- Track record scaling a B2B commercial organization through hypergrowth; digital health, health benefits, or enterprise SaaS experience is preferred.
- Hands-on ownership of company-level planning, forecasting, quota, and compensation design.
- Experience with complex enterprise sales cycles involving multiple buyers.
- Executive presence, including presenting to boards, challenging senior leaders, and coaching managers.
- AI fluency: every hire must demonstrate at least Level 1 proficiency.
✨ Benefits
- Variable compensation, bonus, or sales incentives.
- Private company stock options, where applicable.
Full job description
At Sword, we’re building AI to heal billions and unlock humanity’s full potential. In doing so, we’re pioneering AI Care, a fundamentally new approach to healthcare built for medical reasoning, safety, and real-time treatment, not generic technology applied after the fact. As both a clinical-centric frontier AI lab and an applied AI platform, Sword is reimagining how care is delivered at scale, removing traditional barriers like appointments, waiting rooms, and stigma so more people can access the care they need—and ultimately get back to lives lived in full.
Since 2020, Sword has expanded across physical therapy, women’s health, cardiometabolic, and mental health, and is now moving beyond the session to a fully AI-native, 24/7 care program that brings physical activity, therapeutic exercise, psychotherapy, nutrition, and behavior change into one connected experience. More than 700,000 members across three continents have completed over 10 million AI sessions, helping 1,000+ enterprise clients avoid more than $1 billion in unnecessary healthcare costs. Backed by 42 clinical studies, 44+ patents, and more than $500 million raised from leading investors including Khosla Ventures, General Catalyst, and Founders Fund, Sword is defining a new standard for healthcare.
AI Proficiency at Sword
AI fluency is a core expectation at Sword. Every candidate is assessed against our three-level framework — be ready to share real examples of how AI is already part of how you work.
-
Explorer (Level 1) — Uses AI daily to boost personal productivity
-
Builder (Level 2) — Creates workflows and tools that elevate the whole team
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Integrator (Level 3) — Embeds AI into products and processes at scale
Every hire must demonstrate at least Level 1. The expected level will vary depending on the seniority of the role.
Role
Sword Health is a multi-product commercial organization selling AI Care across the employer and health plan markets. The Director of Commercial Operations owns the engine behind that growth: planning, systems, deal governance, enablement, clinical pre-sales support and commercial analytics. You lead four teams (Revenue Operations, Field Enablement, Clinical Specialists and Business Analysts) and act as a strategic partner to the CRO and the commercial leaders. The right person has scaled a commercial org through hypergrowth, is equally at ease in a pipeline review and a board deck, and builds operating systems that make sellers faster.
What you’ll be doing
- Lead and develop the Commercial Operations org (Revenue Operations, Field Enablement, Clinical Specialists, Business Analysts): set direction, hire and develop leaders, and hold each team accountable for its impact on revenue
- Set the commercial operating rhythm and be accountable for its outcomes: annual and quarterly planning, capacity and quota strategy, and business reviews with the CRO and executive team
- Be the single source of truth on commercial performance: pipeline health, conversion, win/loss, deal economics and rep productivity. Turn the data into decisions, not dashboards
- Set deal governance policy: pricing guardrails, approval authority and contracting standards across employer, health plan and channel deals, carried out through the RevOps and Deal Desk teams
- Make sure Enablement and Clinical Specialists are deployed where they move revenue, so sellers walk into every meeting with the right narrative, proof and clinical credibility
- Drive the GTM systems roadmap (Salesforce, CPQ/CLM, Gong and the data stack) and bring in AI and automation to remove manual work from the commercial process
- Partner with Finance, Legal, Product, Marketing and Account Management on pricing, packaging, new product launches and cross-sell motions
What you need to have
- 10+ years in Revenue/Commercial Operations, Strategy & Ops or consulting, with 5+ years leading multi-function teams (RevOps plus at least one of Enablement, Sales Strategy or Analytics)
- Track record of scaling a B2B commercial org through hypergrowth, ideally in US digital health, health benefits or enterprise SaaS
- Hands-on ownership of planning, forecasting, quota and compensation design at the company level
- Fluency in long, complex enterprise sales cycles with multiple buyers (employers, health plans, consultants, channel partners)
- Executive presence: you can push back on a CRO, present to the board, and coach a first-time manager in the same week
Nice to have
- Experience with multi-product or platform pricing and packaging
- Experience bringing AI tooling into GTM workflows (forecasting, deal review, rep coaching)
*The range below reflects base, variable, and equity for this role.
This is a starting point, not a ceiling — once someone joins and proves they're outlier talent, we adjust quickly to make sure their compensation matches their impact.
Job titles may span more than one career level, so actual pay depends on skills, qualifications, experience, location, and market demand, among other factors. The range reflects base salary plus any variable, bonus, or sales incentives, and our estimate of the value of private company stock options where applicable. It's subject to change, and future stock value isn't guaranteed. Sword also offers additional benefits beyond total compensation.
Total Compensation Range
€147.000-€231.000 EUR
Country-specific benefits may vary and will be detailed separately.
Sword Health complies with applicable Federal and State civil rights laws and does not discriminate on the basis of Age, Ancestry, Color, Citizenship, Gender, Gender expression, Gender identity, Gender information, Marital status, Medical condition, National origin, Physical or mental disability, Pregnancy, Race, Religion, Caste, Sexual orientation, and Veteran status.
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