Senior Commercial Operations Analyst

Position Overview
We are seeking a highly analytical, hands on Senior Commercial Operations Analyst to join the GTM Operations team. This role will serve as a key execution and analytical partner within Commercial Operations, helping translate commercial strategy into scalable territory, routing, coverage, reporting, and operational processes.
The ideal candidate combines strong analytical and modeling capabilities with hands on experience working across GTM systems and data. This individual will play a key role in territory and routing operations, including hands on management of Fullcast, while partnering closely with GTM Systems and Data teams to improve how data flows across Salesforce, Fullcast, and the broader GTM technology environment.
This role is well suited for someone who enjoys solving complex business problems, digging into the underlying data, and then operationalizing the solution. Success will require the ability to move between analysis, data, systems, and execution while partnering closely with Commercial Operations, GTM Systems, Sales, Customer Success, Finance, and other cross functional teams.
This role follows a hybrid working model, with an expectation of 50% office attendance. Remote working arrangements may be considered on a case-by-case basis. Applicants must be based in the United States and able to work East Coast hours.
Regrettably we are unable to provide visa sponsorship, so you must be eligible to work in the US.
Key Responsibilities
Territory & Commercial Operations
Own the execution of territory and coverage processes, including hands on management of Fullcast, account assignments, territory changes, and ongoing maintenance
Support annual and in year territory planning through scenario modeling, account segmentation, capacity analysis, and evaluation of proposed coverage changes
Continuously improve territory management processes, controls, and supporting technology as the business evolves
Analytics & Decision Support
Analyze sales performance, pipeline, productivity, coverage, conversion, and other commercial metrics to identify trends, risks, and opportunities
Build models and analyses that translate complex commercial data into actionable recommendations for Commercial and Sales leadership
Partner with Finance and Commercial Operations on forecasting, planning, and other strategic analyses
Reporting & Operational Execution
Build and maintain Salesforce dashboards and reporting that provide clear visibility into commercial performance and key business metrics
Investigate and resolve complex operational and data issues across Salesforce, Fullcast, and the broader GTM data environment
Partner with GTM Systems to translate business requirements into scalable solutions while maintaining ownership of the underlying commercial process
Process Improvement & Scale
Identify opportunities to simplify, standardize, and automate recurring Commercial Operations processes, leveraging data, technology, and AI to improve efficiency and scale
These are the essentials you’ll need to get an interview:
5+ years of experience in a GTM (Go-to-Market) function, with a background in one or more of the following: Sales Operations, Revenue Operations, Commercial Operations, Marketing Operations, or Sales Strategy & Planning
Strong hands-on experience with territory management, sales coverage and sales planning processes
Advanced Salesforce reporting and dashboard capabilities, with the ability to investigate complex account, opportunity, ownership, routing, and data issues
Strong analytical and modeling skills, including advanced Excel or Google Sheets capabilities
Demonstrated ability to translate large and complex datasets into actionable business insights and operational requirements
Strong understanding of core commercial metrics, including pipeline, conversion, bookings, sales productivity, capacity, coverage, retention, and expansion
Behavioral Skills:
Ability to move comfortably between strategic business questions and detailed, hands-on operational execution
Strong problem-solving skills with demonstrated ability to independently investigate ambiguous problems and drive them through resolution
Clear communication skills, sound business judgment, and a strong sense of ownership and accountability
It would be great if you had these to, but we’ll support you if you don’t:
Experience with Fullcast, LeanData, or comparable territory management and routing platforms strongly preferred
Experience partnering with Data and Analytics teams to operationalize data across systems, including defining business requirements, identifying required fields and metrics, and validating data for downstream use
Working knowledge of SQL, Snowflake, BI tools, or similar data environments is strongly preferred
Experience partnering cross-functionally with Sales, Finance, Customer Success, Data, and GTM Systems teams
Experience working in either a GRC (Governance, Risk and Compliance) or B2B SaaS environment
#LI-SK2
About Us
Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.
At Diligent, we're building the future with people who think boldly and move fast. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.
Learn more at diligent.com or follow us on LinkedIn and Facebook
What Diligent Offers You
Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.
Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.
Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.
Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, c