Director, Commercial Operations

Job Description

Uplight is creating a new category of energy. We make software that manages energy resources in homes and businesses—including things like smart thermostats, electric vehicles, solar panels, storage batteries, heat pumps, and even people’s behavior—to generate, shift, or save energy to balance the grid, making it more efficient and reliable. This creates clean energy capacity that can be used by the power grid instead of burning more fossil fuels. Our solutions accelerate the transition to clean energy and save money for energy customers.

We are seeking a dynamic and experienced Director of Commercial Operations to lead and optimize the full spectrum of our commercial processes—from sales operations and enablement to strategic deal execution and proposal development. This role is central to ensuring alignment across Sales, Marketing, Finance, Legal, Product, and Services to drive growth, maximize efficiency, and deliver winning, customer-centric commercial strategies.

This role combines operational rigor with strategic vision, requiring a leader who is as comfortable analyzing pipeline data as they are crafting high-impact commercial responses to complex RFPs. You will oversee sales process excellence, technology enablement, performance analytics, compensation design, pricing strategies, and cross-functional collaboration to support revenue growth and margin improvement.

How you will make an impact

Commercial Operations Leadership

• Act as the strategic and operational lead for all commercial functions from pipeline to proposal to close.
• Build and lead a high-performing, cross-functional Commercial Operations team, including Sales Operations, Proposal Management, and Pricing Strategy.
• Drive continuous improvement in the commercial lifecycle to support scalability, profitability, and speed.

Sales Operations & Enablement

• Lead and grow a team of experienced sales operations professionals, fostering a culture of data-driven decision-making, operational excellence, and collaboration.
• Optimize the end-to-end sales process to improve conversion rates, cycle time, and overall team efficiency.
• Manage sales planning cycles, performance management systems, and compensation planning in alignment with company-wide revenue targets.
• Design, implement, and manage sellers’ compensation plans and commission structures that align with strategic goals.
• Own forecasting of revenue and ARR with high accuracy and accountability.
• Evaluate and evolve our Sales Tech Stack, including Salesforce and sales enablement tools, ensuring seamless user experiences and strong adoption.
• Provide actionable forecasting, pipeline health, and revenue projections through robust analytics and reporting.
• Design and implement sales training programs and summits to support skill development, product knowledge, and go-to-market strategy alignment.

Deal Strategy & Proposal Management

• Serve as the project lead and subject matter expert for strategic deals from strategy to execution handoff.
• Own the proposal lifecycle—reviewing RFPs, assessing feasibility, engaging cross-functional experts, and delivering compelling, error-free responses that maximize our win rate.
• Develop competitive pricing strategies that reflect solution value, mitigate risk, and align with company profitability goals.
• Guide the preparation and delivery of bid defense materials, customer presentations, and post-submission negotiations.
• Ensure proposals meet compliance standards, are approved through internal controls, and reflect commercial best practices.

Cross-Functional Collaboration

• Act as a strategic partner to Finance, Product, Legal, IT, Marketing, Services, and Implementation to ensure alignment across the entire customer journey.
• Drive integration of systems and processes across departments to streamline operations and improve visibility.
• Lead acquisition and integration efforts for commercial functions as needed.

Strategic Leadership

• Provide strategic guidance and insight to senior leadership regarding revenue operations, market trends, and operational risks.
• Serve as a trusted advisor to the SVP of Sales and broader executive team on all matters of commercial strategy and execution.
• Champion the development of a Center of Excellence for tendering and deal operations, including hiring and mentoring future team members.
• Lead preparation and analysis of sales performance data and revenue trends for executive leadership and Board of Directors presentations.

What You Bring to Uplight

• 10+ years’ experience in Sales Operations, Commercial Strategy, or Deal Desk leadership roles, ideally within SaaS, energy, or utility sectors.
• Proven experience managing high-performing teams and leading large, complex deals through structured processes.
• Strong analytical skills with a deep understanding of forecasting, performance metrics, and revenue modeling.
• Expertise in CRM systems (Salesforce preferred) and sales analytics tools; bonus if proficient with Tableau, Power BI, or similar platforms.
• High commercial acumen with experience in pricing strategy, competitive analysis, and negotiation.
• Strong organizational skills with the ability to manage multiple priorities under tight deadlines.
• Excellent interpersonal and communication skills; able to drive influence and alignment across a diverse set of stakeholders.
• Bachelor’s degree required; MBA or relevant certifications (e.g., Salesforce Admin, CSOP) a plus.

Bonus Points

• Experience supporting international sales or working in multi-region environments.
• Background in the energy efficiency, Salesforce, energy SaaS, or utility sector.
• Familiarity with compliance requirements in regulated industries (e.g., GDPR, HIPAA).

What makes working at Uplight amazing

In addition to all the standard medical and dental benefits, that kick in on Day 1, we are:

• Proud to be over 500+ purpose-driven individuals helping to create a more sustainable planet.
• Committed to the environment, our employees, and our communities.
• Focused on career growth by following defined career ladders.
• Committed to taking our work and mission seriously and….we love to laugh!

We also provide:

• 401k Match
• Medical, vision, and dental insurance
• Monthly wellness stipend
• Peer to peer recognition program
• Management by objectives bonus plan
• Innovative flexible time off policy
• Exceptionally collaborative and cool office spaces

Why Join Uplight in Leading the Fight Against Climate Change?

At Uplight, we're not just offering a job – we're offering a chance to be part of the solution to one of the world's biggest challenges. As a certified B Corporation, we're deeply committed to both social and environmental responsibility. Here's why you should join our team of passionate Uplighters:

• Make a Meaningful Impact: Your work directly impacts our mission of decarbonization and building a more sustainable future.
• Grow Your Career: We offer ample advancement opportunities, robust learning and development programs, and a supportive team environment that fosters collaboration and innovation.
• Thrive: We offer comprehensive benefits, including flexible time off, generous parental leave, a wellness stipend, and work flexibility to help you thrive both personally and professionally.
• Belong to an Inclusive Community: We celebrate diversity and foster an inclusive workplace where everyone feels respected, empowered, and heard. Our Employee Resource Groups offer opportunities to connect with colleagues who share your interests and backgrounds.
• Be Part of a Growing Movement: Join a team of dedicated individuals who are passionate about creating a more sustainable future. We offer a collaborative environment where your ideas are valued and your contributions

Salary Range: $175,000 to $200,000 USD + Bonus

In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual base compensation range is listed above. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors including the applicant's experience, knowledge, skills, and abilities, as well as internal equity among our team.

Uplight provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type without regard to race (including hair texture and hairstyles), color, religion (including head coverings), age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.