Director of Sales Operations & Commercial Excellence

Why Join CNG?

Employee Ownership: Every employee receives equity shares, enabling you to participate in our company’s growth and prosperity.

Work-Life Balance: We support true work-life integration for all CNG employee owners.

Career Growth: Advance your career within our expanding network of manufacturing facilities with comprehensive training and development programs.

Purpose-Driven Work: Help create sustainable packaging solutions that reduce food waste and protect our environment for future generations.

The Role

From supporting internal teams to developing next-gen materials, our professional roles span strategy, innovation, and purpose. At CNG, you’ll do work that matters—and own it all.

What You’ll Do

• Revenue Operating Model & Sales Efficiency
  • Own and continuously improve the end-to-end revenue operating model, including sales processes, pipeline standards, forecasting cadence, data integrity, and GTM systems.
  • Incorporate AI-enabled analytics and automation into commercial processes to improve forecasting accuracy, pipeline intelligence, sales productivity and reduce non-selling time.
  • Identify and remove friction across the selling lifecycle—from lead and opportunity through pricing, contracting, and order readiness—ensuring scalability and seller alignment.
  • Establish clear roles, governance, and operating standards to ensure consistent execution across customer segments and types.
• Sales Systems & Salesforce Ownership
  • Serve as business owner of Salesforce and the broader sales/GTM technology ecosystem, accountable for adoption, data quality, and value realization.
  • Define governance for sales processes, data standards, reporting, and pipeline integrity across the revenue lifecycle.
  • Partner with IT and technical teams to implement AI-driven automation, forecasting support, data enrichment, and workflow optimization that reduce administrative burden and increase selling time. Evaluate emerging AI technologies that enhance sales operations, pipeline management, customer insights, and commercial productivity.
• Sales Forecasting, Pipeline Management & IBP
  • In partnership with Commercial Finance, co-lead the sales forecasting process, including methodology, cadence, pipeline confidence criteria, and executive reporting.
  • Co-lead demand reviews with Commercial Finance, driving alignment across Sales to a single, disciplined monthly commercial demand outlook.
  • Play a central role in Integrated Business Planning (IBP) by translating sales demand into actionable inputs for Finance, Supply Chain, and Operations.
  • Improve forecast accuracy and revenue predictability through analytics, root-cause analysis, and post-period reviews, with clear visibility into risks and opportunities.
• Top-Line Revenue Planning & Financial Partnership (ANNUAL BUDGET PROCESS)
  • Lead top-line revenue planning, integrating Sales-owned forecasts with Finance-owned budgeting and financial oversight.
  • Align revenue targets with capacity, coverage, pipeline health, and market opportunity.
  • Provide scenario modeling and sensitivity analysis to support executive decision-making.
• Performance Analytics & Executive Insights
  • Lead AI and advanced analytics to quantify revenue drivers, including volume, mix, price, conversion, pipeline health, and customer/segment trends.
  • Deliver executive-ready dashboards and insights that inform planning assumptions, priorities, and actions.
  • Establish and refine sales KPIs and operating metrics to improve accountability and transparency.
• Sales Leadership Partnership & Cross-Functional Alignment
  • Partner closely with Sales leaders, Customer Accounts, Commercial Finance, Marketing, Pricing and S&OP to influence outcomes against revenue and growth priorities.
  • Support Sales leadership with segmentation and GTM insights that improve focus and execution, without owning enterprise-level strategy.
  • Collaborate with Marketing on funnel definitions, demand handoffs, and pipeline conversion effectiveness.
  • Lead top-line revenue planning, integrating Sales-owned forecasts and growth targets with Commercial Finance–led financial modeling, margin analysis, and performance tracking.
  • Own pricing and margin analytics and pricing execution processes, in close partnership with Commercial Finance, ensuring disciplined price realization, margin visibility, and effective implementation of price changes.
• Commercial Operating Cadence & Strategic Sales Meetings
  • Design and govern the sales operating cadence, including pipeline reviews, forecast calls, QBR and IBP forums.
  • Establish, lead, and govern internal Quarterly Business Reviews (QBRs) to drive disciplined, data‑driven discussions of key account performance, strategic priorities, risks, and growth opportunities.
  • Lead planning and execution of annual and semi-annual sales meetings, aligning content and analytics to commercial priorities and performance outcomes.
  • Measure effectiveness through participation, feedback, and post-event performance metrics to continuously improve impact.
• Customer & Stakeholder Engagement
  • Serve as a trusted advisor to Sales leadership, influencing across functions through data, clarity, and credibility.
  • Support strategic account planning and participate in executive-level customer engagements as needed.
  • Present forecasts, insights, and recommendations to senior leadership as required.

Essential Qualifications

What You’ll Bring

• Bachelor’s degree in Business, Engineering, or related field; (MBA preferred.)
• 10+ years in Sales Operations, Revenue Operations, or GTM leadership roles supporting B2B sales organizations; (manufacturing experience strongly preferred.)
• Proficient Salesforce experience; system ownership or product owner experience (strongly preferred.)
• Proven track record improving sales efficiency, forecast accuracy, pipeline discipline, and revenue predictability.
• Strong analytical capability with the ability to translate data into executive-level insights.
• Demonstrated cross-functional leadership and executive presence.

Total Rewards

Compensation & Benefits

• Employee Ownership – Become a company owner day 1!
• Full medical, dental, and vision insurance upon hire
• Holiday Pay
• Paid vacation
• 401(k) with company match
• Performance-based bonuses
• Tuition reimbursement
• Career advancement opportunities across 15+ facilities