Head of Commercial & Sales Operations

at  Appear

Appear is a company that supports the world’s largest broadcasters, sports leagues, and content owners by delivering their content. Some of the big names that Appear supports include the Olympics, F1, Formula-E, Major League Baseball, Disney, Riot Games, UFC, BBC, NBC Sports, Sky, CNN, Roland Garros, Premier League, Warner Discovery Sports, NRK, BT and DAZN. These live events and content captivate and entertain billions of people worldwide. This is an exciting time for Appear as it is growing rapidly, and a fantastic opportunity to drive transformative change within the company.
As a key player in our commercial and sales operations team, you will get the chance to help shape strategies, build and optimize tools and processes, and make a significant impact on our business’s success.
As Head of Commercial & Sales Operations, your main responsibility is to ensure our Global sales team has effective processes, tools, skills development, and governance to successfully deliver growth plans. You will do this by planning strategies for the business, reporting, data analytics, market research, sales quota management, sales process optimization, sales program & tools implementation, sales incentive, compliance, and compensation design. The sales teams are truly global in nature, spanning EMEA, North America, Latin America, and Asia Pacific
Additionally, the role will provide a lead role in providing pricing & commercial support for larger strategic deals, commercial analysis, and commercial/price packaging across products and services to ensure a compelling commercial proposition to target customers in support of our strategic goals and business plan.
The role will be reporting to the Chief Commercial Officer.

EXPERIENCE REQUIRED:

• Bachelor’s or master’s degree in business administration, Sales, Marketing, or Finance (or equivalent)
• Minimum 10 years of commercial/sales experience in the technology sector across global markets.
• Proficiency in CRM systems, particularly Salesforce, and CPQ, with a focus on managing customer data and driving accurate sales information.
• Strong commercial analysis and financial modeling skills for informed decision-making.
• Proven history of developing commercial/sales reporting for operational and strategic decisions.
• Exceptional stakeholder management skills across organizational levels.
• Demonstrated leadership in enhancing sales tools and processes globally.
• Experience leading and managing teams, especially in sales operations and cross-functional collaboration.
• Demonstrated ability to drive business change, and manage projects, including implementing sales tools and processes.

• Lead sales forecasting, planning, and budgeting, ensuring quality and accuracy.
• Define and implement the sales operating model for efficiency and streamlined processes.
• Improve sales processes in collaboration with commercial leadership.
• Manage sales incentive compensation programs aligned with budgets and targets.
• Develop governance for bids, pricing, and agreements, optimizing costs.
• Conduct market analysis for competitive pricing and packaging.
• Provide leadership and support to sales operations and global teams.
• Implement standard processes and feedback mechanisms for consistent customer engagement.
• Identify and implement training programs for sales teams and operations staff.
• Ensure sales practices adhere to regulations and company policies.