Head of Commercial Strategy & Operations

The Head of Commercial Strategy & Operations (Partner Growth) will lead the design and implementation of a centralized, scalable framework for Account Manager (AM) portfolio allocation, performance management, and incentive structures across the region.

This role sits at the core of commercial execution, ensuring that targets, incentives, and performance mechanisms are aligned with business priorities, while being adaptable to local market dynamics. You will work closely with country teams and central stakeholders to drive consistency, improve performance, and enable data-driven decision-making at scale.

Key Responsibilities

• Centralized Portfolio Allocation: design and implement a centralized model to allocate AM portfolios across markets, ensuring optimal distribution of accounts and resources to maximize commercial impact.

• Targets, Incentives & Performance Frameworks: build and scale standardized frameworks for:

• Sales target setting

• Incentive design

• Performance management (including PIP processes)

• Cross-Market Collaboration: partner closely with country commercial teams to incorporate local strategy, market dynamics, and operational realities into centralized models. Act as a bridge between central and local teams to ensure alignment and adoption.

• Continuous Improvement & Optimization: regularly assess the effectiveness of portfolio allocation, targets, and incentive structures. Leverage data, performance insights, and stakeholder feedback to refine and improve frameworks over time.

• Significant experience in strategy, operations, or commercial roles, ideally within fast-paced tech, marketplace, or startup environments

• Proven experience in designing and implementing performance frameworks, including target setting, incentives, and/or portfolio management

• Strong analytical and data modeling capabilities, with the ability to translate complex data into actionable insights

• Track record of driving outcomes in cross-functional and multi-market environments

• Experience working with or influencing senior stakeholders across different markets or regions

• Demonstrated ability to build and scale processes from scratch in evolving or ambiguous environments

• Strong communication skills, with the ability to convey complex ideas in a clear and structured way

• Hands-on, ownership-driven mindset with a focus on execution and impact