AVP Commercial & Revenue Operations - ETS Solutions

About This Role

Job Description

Shift: First Shift About ETS

ETS is a global education and talent solutions organization enabling lifelong learners worldwide to be future\-ready. For more than 75 years, we've been advancing the science of measurement to build benchmarks for fair and valid skill assessment across cultures and borders. Our worldwide impact extends through our renowned assessments including TOEFL®, TOEIC®, GRE® and Praxis® tests, serving millions of learners in more than 200 countries and territories. Through strategic acquisitions, we've expanded our global capabilities: PSI strengthens our workforce assessment solutions, while Edusoft, Kira Talent, Pipplet, Vericant, and Wheebox enhance our educational technology and assessment platforms across critical markets worldwide.

Through ETS Research Institute and ETS Solutions, we're partnering with educational institutions, governments, and organizations globally to promote skill proficiency, empower upward mobility, and unlock opportunities for everyone, everywhere. With offices and partners across Asia, Europe, the Middle East, Africa, and the Americas, we deliver nearly 50 million tests annually. Join us in our journey of measuring progress to power human progress worldwide.

ABOUT ETS SOLUTIONS

ETS Solutions brings together assessment, credentialing, learning, workforce, and technology capabilities to help organizations, institutions, professionals, and learners demonstrate skills, advance opportunity, and achieve measurable outcomes. As part of ETS, ETS Solutions supports customers across education, workforce, certification, licensure, language learning, and other high\-stakes assessment markets.

ABOUT THE ROLE

ETS Solutions is seeking an enterprise\-minded Associate Vice President, Commercial \& Revenue Operations to create and lead the commercial operating system that converts strategy into predictable, profitable and scalable growth across a complex global, multi\-product and multi\-market business.

Operating as a senior member of ETS Solutions leadership, the AVP will serve as the principal advisor on commercial performance and operating effectiveness. The role is accountable for the strategy, governance and performance frameworks spanning Sales Operations, Revenue Operations, pricing and deal governance, revenue planning and forecasting, commercial analytics, CRM and revenue technology, and end\-to\-end commercial process transformation.

The AVP will build and lead a multidisciplinary Commercial \& Revenue Operations team, with capability across sales operations and strategy, revenue operations, commercial analytics and business intelligence, business analysis and programme delivery. The function will establish clear decision rights, operating rhythms and enterprise standards while enabling Sales leaders and cross\-functional partners to execute with greater speed, consistency and accountability.

A critical element of the remit is partnering with HR, Finance and Sales leadership on sales compensation strategy. The AVP will provide the commercial architecture, performance modelling, quota methodology and business insight required to shape incentive structures, while supporting HR's ownership of compensation policy and governance and Finance's ownership of financial controls and payout validation.

This is not a Salesforce administration role. Salesforce and the broader revenue technology ecosystem are strategic enablers within a substantially wider mandate: strengthening revenue predictability, improving seller productivity, protecting margin, increasing leadership confidence in commercial data and creating an operating model that can scale across ETS Solutions and inform broader ETS practice over time.

Experience and Skills

Enterprise Commercial Strategy \& Leadership

• Set and lead the multi\-year Commercial \& Revenue Operations strategy, translating ETS Solutions' growth priorities into a scalable operating model, capability roadmap and investment plan.
• Serve as a strategic advisor to ETS Solutions executives, providing a clear point of view on growth, revenue performance, commercial risk, resource allocation and operating trade\-offs.
• Establish enterprise governance, decision rights, service standards and accountability across the commercial lifecycle, balancing global consistency with market and product needs.
• Sponsor the Commercial Operations Center of Excellence and represent ETS Solutions in enterprise transformation, planning and commercial governance forums.

Revenue Planning, Forecasting \& Performance Management

• Lead the integrated commercial planning framework across bookings, pipeline, revenue, capacity, territories, quotas and productivity in partnership with Sales, Finance, Strategy and Product.
• Establish a single, rigorous forecasting and pipeline management methodology with consistent definitions, stage standards, inspection disciplines and risk assessment.
• Chair executive commercial performance reviews and convert insight into focused interventions, resource decisions and recovery plans.
• Define the enterprise commercial KPI framework and ensure leadership has a reliable view of attainment, conversion, velocity, coverage, retention, expansion, margin and forecast confidence.

Sales Operations \& Go\-to\-Market Effectiveness

• Lead Sales Operations as a strategic function, designing the end\-to\-end operating model across lead handoff, qualification, pursuit, proposal, pricing, contracting, close, renewal and expansion.
• Own territory, account and coverage governance; lead capacity and quota modelling; and ensure resources are aligned to market opportunity and strategic priorities.
• Partner with Sales leadership to improve seller productivity, pipeline quality, conversion, sales\-cycle velocity, role clarity and execution discipline across diverse sales motions.
• Standardize commercial processes and playbooks across high\-value enterprise, institutional and government markets while removing unnecessary friction and administrative burden.

Pricing Strategy, Deal Governance \& Commercial Controls

• Build the enterprise operating framework for pricing, packaging, discounting and commercial approvals in partnership with Finance, Product, Legal and Sales.
• Establish value\-based pricing practices, pricing architecture, approval thresholds and margin guardrails that support growth while protecting profitability.
• Chair or sponsor a consistent deal desk and governance process for strategic bids, complex opportunities, RFPs and non\-standard pricing or contractual terms.
• Use win/loss, discount, profitability and competitive insight to identify margin leakage, improve price realization and inform product and go\-to\-market decisions.

Sales Compensation, Quota \& Incentive Partnership

• Partner with HR, Finance and Sales leadership to shape compensation structures that align seller behaviour with revenue growth, margin, retention, expansion and strategic product priorities.
• Lead the commercial modelling behind plan design, including role segmentation, performance measures, quota methodology, thresholds, accelerators, pay curves and scenario analysis.
• Provide HR with evidence\-based recommendations and governance insight while supporting clear plan documentation, communication, exception management and annual review.
• Monitor plan effectiveness, attainment distribution, incentive cost and behavioural outcomes, recommending adjustments where structures are not producing the intended business results.

Commercial Analytics, Data \& Executive Insight

• Own the commercial insight agenda and create an authoritative, decision\-ready view of customers, pipeline, bookings, revenue, pricing, productivity and performance.
• Set consistent KPI definitions and data governance with Finance, Business Intelligence, Sales, Marketing and Product, resolving conflicting sources and strengthening trust in commercial reporting.
• Translate complex data into executive recommendations on market prioritization, investment, coverage, pricing, product adoption and commercial risk.
• Advance the use of scenario modelling, predictive insight and leading indicators so leaders can act before performance gaps become outcomes.

CRM, Revenue Technology \& Commercial Transformation

• Act as executive business owner and product sponsor for Salesforce and the wider revenue technology ecosystem, setting the business roadmap, priorities and value realization measures.
• Partner with IT and Enterprise Systems to align architecture, integrations, data, security and delivery with the commercial strategy and user needs.
• Sponsor automation, AI\-enabled workflows and process redesign across lead\-to\-revenue and quote\-to\-contract, ensuring technology investment delivers measurable productivity and control benefits.
• Set expectations for adoption, data quality and process compliance, with operational delivery led through the Commercial \& Revenue Operations team.

Team Leadership \& Enterprise Partnership

• Build, lead and develop a high\-performing team spanning Sales Operations and Strategy, Revenue Operations, commercial analytics and business intelligence, business analysis and programme delivery.
• Define the function's organization, priorities, service model, objectives and performance measures; build succession, specialist capability and a strong leadership bench.
• Create an effective operating partnership across Sales, Marketing, Finance, Product, Customer Success, HR, Legal, IT and Business Intelligence, resolving ambiguity and driving shared accountability.
• Lead significant commercial change with clear sponsorship, stakeholder engagement, communication and adoption; foster a culture of commercial acumen, evidence\-led decisions and continuous improvement.

Adhere to ethical standards and comply with the laws and regulations applicable to the job function.

ETS is mission driven and action oriented

• We are passionate about hiring innovative thinkers who believe in the promise of education and lifelong learning.
• We are energized by cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders. Â In support of this ETS offers multiple Business Resource Groups (BRG) for you to learn and advance your career growth!
• As a not\-for\-profit organization we will encourage you to lean in to your passion for volunteering. Â At ETS you may qualify for up to an additional 8 hours of PTO for volunteer work on causes that are important to you!
• The base salary range advertised represents the low and high end of the anticipated salary range for this position. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job\-related knowledge, skills, and experience among other factors. The base pay is only one aspect of the Total Rewards Package that will be offered to the successful candidate.

ETS is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, gender identity, or any other characteristic protected by law. We believe in creating a work environment where all individuals are treated with respect and dignity.

Job Benefits

Requirements

• Bachelor's degree in business, Finance, Economics, Marketing, Operations, Data Analytics or a related field, or equivalent relevant experience.
• 12\+ years of progressive experience across Commercial Operations, Revenue Operations, Sales Operations, Sales Strategy, Go\-to\-Market Operations, Commercial Strategy or related disciplines.
• Substantial people leadership experience, including leadership of leaders and/or multidisciplinary commercial operations teams.

PREFERRED QUALIFICATIONS

• Experience in education, assessment, credentialing, certification, licensure, workforce solutions, learning technology, enterprise SaaS or another mission\-driven sector.
• Experience supporting global enterprise, institutional, government, nonprofit or other complex, high\-value and long\-cycle B2B sales models.
• Experience building or materially transforming a Commercial or Revenue Operations function in a fragmented, low\-maturity, integrating or rapidly scaling environment.
• Experience with Salesforce/CPQ, business intelligence platforms, contract lifecycle management, pricing or compensation technology and broader quote\-to\-cash ecosystems.
• MBA or other relevant postgraduate qualification; transformation, finance, pricing or process\-improvement credentials are advantageous

• Senior leadership experience owning Commercial Operations, Revenue Operations, Sales Operations, Sales Strategy or Go\-to\-Market Operations in a complex global, multi\-product and matrixed organization.
• Demonstrated ability to operate as an enterprise advisor, influence executive decisions and translate growth strategy into operating models, governance and measurable business outcomes.
• Deep expertise in revenue planning, pipeline governance, forecasting, territory and coverage design, capacity planning, quota methodology and sales productivity.
• Strong commercial and financial acumen, including pricing strategy, value\-based pricing, discount and margin governance, deal economics and complex deal review.
• Significant experience partnering with HR and Finance on sales compensation architecture, incentive modelling, performance measures, governance and plan effectiveness.
• Proven leadership of commercial analytics, KPI frameworks and executive reporting, with the ability to turn complex data into clear recommendations and action.
• Executive\-level business ownership of Salesforce and adjacent revenue technologies; able to set strategy and priorities without becoming the system administrator or technical delivery lead.
• Experience sponsoring major commercial, process, data or technology transformation and delivering adoption across multiple functions, markets and stakeholder groups.
• Strong understanding of end\-to\-end enterprise B2B, institutional and/or government sales motions, including new business, renewal, retention and expansion.
• Proven ability to build, lead, coach and scale multidisciplinary teams and to develop strong functional leaders and specialist capability.
• Exceptional executive communication, judgement, stakeholder management and influencing skills, including the confidence to challenge constructively and make evidence\-based recommendations.
• Ability to create clarity in ambiguity, set priorities across competing demands and balance strategic ambition with disciplined execution.

\#LI\-SL1

From: Educational Testing Service