Description
We are looking for a highly motivated Senior Commercial Operations Manager to join our team! As a Senior Commercial Operations Manager, you will be the primary engine behind our commercial engine's efficiency. You will bridge the gap between high-level strategy and day-to-day execution, ensuring our Sales, Marketing, and Customer Support teams have the data, tools, and processes they need to scale.
In the fast-moving sequencing market,where technical complexity meets high-volume data,you will be responsible for optimizing the lead-to-cash lifecycle and providing the executive team with actionable insights to drive revenue growth. This is a full time onsite position based in our Headquarters in Fremont California.
Responsibilities:
- Sales Operations & Strategy
- Design and refine the end-to-end sales workflow, from lead generation to billing; standardize sales stages, qualification criteria and pipeline management
- Act as the primary owner of the CRM system (Salesforce), ensuring data integrity, building custom dashboards, and automating workflows
- Collaborate with leadership to establish fair sales territories, quotas, and commission structures that align with company Key Performance Indicators (KPIs); develop tools to track attainment, commissions and incentive performance
- Commercial Contract Management
- Work with the executive team and Finance to strategize customer pricing and manage the quoting process and commercial terms
- Partner with Legal and Finance to manage the commercial contract lifecycle and to streamline customer quotes and commercial contracts, such as Memorandum of Understanding (MOUs), Master Service Agreements (MSAs), and Statements of Work (SOWs)
- Financial Planning & Analysis Integration Support
- Support the tools and work with Finance to predict monthly, quarterly, and annual revenue based on the sales pipeline and instrument utilization rates
- Marketing & Lead Operations
- Partner with Marketing and Sales to track and report on marketing Return on Investment (ROI) and lead conversion rates across various channels (webinars, conferences, digital ads)
- Evaluate and implement commercial software (Marketing Automation, Sales Enablement, ERP) to ensure a seamless "Tech Stack" across departments
- Cross-Functional Leadership
- Work with Lab Ops and Supply Chain to ensure reagents and consumables are available to meet the forecasted demand
- Partner with Quality Control to improve or build up the process and the trackability in SFDC to ensure ISO implementation
- Translate complex genomic sales data into clear, executive-level reports that highlight trends, risks, and opportunities
- Support launch readiness for new products, assays, or commercial programs
Qualifications, Skills, Knowledge & Abilities
- Education: BS in Business, Finance or Science. An MBA is a significant plus
- Experience: 12+ years of experience in the business environment, including 6+ years of experience in Commercial Operations, Sales Operations or Business Operations within the Life Sciences, Biotech, or MedTech industries
- Industry Knowledge: Ideally an understanding of the capital equipment and consumables sales model sequencing landscape (NGS ) and the purchasing behaviors of academic, clinical, and biopharma clients
- Technical Proficiency:
- Ability to understand complicated commercial terms and prepare written legal/commercial documents independently
- Power-user status in Salesforce and advanced Excel (modeling/pivot tables)
- Experience with BI tools like Tableau or PowerBI is highly preferred. Experience with Monday.com a plus
- Core Competencies
- Analytical Rigor: You don’t just report numbers; you find the "why" behind them
- Business Acumen: Highly business-savvy with a clear understanding of strategic, legal and commercial implications. Brings a strong commercial mindset to decision-making
- Operational Excellence: A passion for building scalable systems and optimizing existing processes
- Communication: The ability to clearly explain complex operational hurdles to non-technical stakeholders and vice versa
At Ultima Genomics, your base pay is one part of your total compensation package. This role pays between $150,000 and $190,000, if performed in California, and your actual base pay will depend on your skills, qualifications, experience, and location. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; paid holidays; paid time off; employee assistance program; and other company benefits.