Commercial Operations Lead

Serval
San Francisco
Workplace: OnsiteFull timeUSD 180,000 - 240,000 annuallyFunction: Business OperationsExperience: 6-8 yearsSkills: ["Analytical thinking","Cross-functional collaboration","Credibility","Stakeholder management","Bias toward enabling"]

Own deal structure, pricing, and discount governance as the commercial operations center of gravity for the sales org. Build and maintain a scalable approval framework, serve as the first line of approval for deal-level commercial terms, and take end-to-end ownership of the CPQ system to ensure accurate papering and fast quote-to-signature. Create analytics on discount depth, price realization, margin leakage, and approval cycle time, and partner with Legal, Finance, and sales to drive pricing policy improvements.

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FursaFursa
Serval
Serval
6 days ago

Commercial Operations Lead

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Source: Company careers pageValidated by: Fursa AI
Last checked: 20 hours agoStatus: Live

Job Summary

Own deal structure, pricing, and discount governance as the commercial operations center of gravity for the sales org. Build and maintain a scalable approval framework, serve as the first line of approval for deal-level commercial terms, and take end-to-end ownership of the CPQ system to ensure accurate papering and fast quote-to-signature. Create analytics on discount depth, price realization, margin leakage, and approval cycle time, and partner with Legal, Finance, and sales to drive pricing policy improvements.
Location: San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: Business Operations
Seniority: Mid level

Key Responsibilities

  • •Partner with sales throughout the deal cycle to structure opportunities that win without eroding margin or creating downstream problems.
  • •Align with Legal, Finance, and senior leadership on non-standard terms and develop pricing strategy for complex structures (multi-year commitments, ramps, co-terms, usage-based components, expansion motions).
  • •Design and maintain discount governance, including approval thresholds/matrix and delegation of authority, and provide fast first-line approval on deal-level discounting and commercial terms.
  • •Own CPQ end to end—price book, configuration rules, bundling logic, approval workflows, and quote accuracy—ensuring quote-to-signature is clean and fast.
  • •Build analytics on discount depth, price realization, margin leakage, and approval cycle time, and use competitive intelligence to drive changes to pricing policy and packaging.

Pay and Benefits

Salary: USD 180,000 - 240,000 annually
Equity and Bonus:Equity

Key Requirements

  • •6-8+ years in deal desk, revenue operations, sales finance, or a similar commercial function at a high-growth B2B software company.
  • •Experience structuring enterprise deals including ramps, co-terms, multi-year commitments, platform/seat and usage-based pricing, and custom commercial terms.
  • •Hands-on ownership of a CPQ tool (e.g., Salesforce CPQ, DealHub, Salesbricks), including approval workflow design and price book management.
  • •Strong analytics skills: Excel or Sheets mastery required; SQL and BI tooling preferred.
  • •Comfort working cross-functionally with Legal, Finance, and Product, including knowledge of how deal structure affects revenue recognition.
Experience:6-8 yearsB2B softwareEnterprise dealsRevenue operationsDeal desk
Skills:Analytical thinkingCross-functional collaborationCredibilityStakeholder managementBias toward enabling
Tech Stack:ExcelGoogle SheetsSQLBI toolingSalesforce CPQDealHubSalesbricks

Company Brief

Serval
Serval builds software solutions for secure communications and collaboration, offering tools that help teams connect, share data, and coordinate workflows across distributed environments.
Industry: SaaS
Website