Director, Commercial Strategy, Sales Enablement Leader (India Team)
Portage Point Partners is a Chicago, Illinois headquartered, middle market focused advisory, interim management and investment banking firm with a national footprint across ten US offices. It delivers deeply integrated, cross functional solutions across Transaction Advisory Services, Valuations, Performance Improvement, Transaction Execution Services and Office of the CFO, Turnaround & Restructuring and Investment Banking. Backed by New Mountain Capital and 160+ experts with blue-chip consulting, finance, operations and investing backgrounds, the firm brings a uniquely holistic perspective to complex financial and operational situations.
The firm is known for its high impact, high pace execution model and has grown rapidly since inception in 2016.
The Delivery Enablement (DE) team powers Portage Point’s growth as a scalable, high-quality operational backbone. Including Commercial Strategy, Data Analytics, Delivery Excellence, Finance & Accounting, Human Resources, Marketing, Operations and Talent Acquisition, the DE team drives excellence, efficiency and automation across every practice line.
The Director, Commercial Strategy, Sales Enablement Operations (India), is a senior operator responsible for building and leading a centralized Sales Enablement team that powers the firm’s commercial engine. Reporting to the Head of Commercial Strategy (US) and Head of India, this role owns the integrity, governance and execution of Intapp DealCloud and the broader Prospecting-to-Proposal (P2P) operating system.
The mandate is to minimize administrative burden, institutionalize pipeline discipline and create a scalable revenue intelligence infrastructure. This leader will design and scale a high-discipline team, enforce CRM standards, deliver actionable insights and enable the human-in-the-loop component of P2P from targeting through post-meeting follow-up.
Success will be measured by CRM integrity, forecast reliability, campaign precision and the degree to which senior leadership relies on the system as the single source of truth.
Responsibilities
Team Build
- Design and scale the India-based Sales Enablement function, including organizational structure, role definitions, SLAs and workflow processes
- Recruit, hire and develop a team across CRM operations, reporting, research and meeting preparation
- Establish performance metrics, quality standards and accountability mechanisms ensuring precision and consistency
- Implement structured onboarding and ongoing training on CRM governance, pipeline discipline and reporting standards
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- Own and manage Intapp DealCloud from both a technical and business perspective
- Actively manage CRM data quality, integrity and consistency across all partners and practice lines
- Enforce standardized data entry protocols, required fields and stage probability discipline
- Conduct recurring audits, exception reporting and escalation processes for non-compliance
- Minimize administrative overhead by capturing and maintaining all data that does not require direct input
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- Produce weekly, monthly and quarterly pipeline dashboards and executive reporting
- Run pipeline reviews with clarity and accountability, ensuring no opportunity drifts without commentary or next steps
- Track opportunity aging, conversion ratios, stage velocity and forecast accuracy
- Identify data gaps and pipeline risk signals and translate them into actionable insight
- Support board-level reporting preparation and ensure pipeline accuracy verified by Practice Line Leaders and Managing Directors
- Serve as a control layer ensuring data integrity across the P2P lifecycle
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- Partner with Marketing to define campaign criteria aligned with industry priorities and go-to-market strategy
- Develop CRM-driven target lists using structured tagging, relationship history, board affiliations and industry intelligence
- Build, validate and deliver centralized campaign distribution lists, ensuring consistent execution without reliance on manual outreach coordination
- Ensure accurate segmentation and centralized execution support across outbound initiatives
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- Own CRM updates on behalf of MDs and Partners based on meeting notes, communications and follow-ups
- Track next steps across prospects and clients to ensure commitments are executed on time
- Manage opportunity hygiene, contact updates and activity logging to maintain institutional memory
- Coordinate pipeline reviews and ensure no opportunity progresses without defined ownership and commentary
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- Conduct target account and industry research to support prospecting and account management
- Prepare structured meeting briefs including firm overview, key contacts, recent activity, personal value and business value-driven questions and cross-sell opportunities
- Track relationship history and whitespace opportunities across accounts
- Ensure post-meeting follow-ups are documented and advanced in CRM
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- Document workflows and SOPs to institutionalize consistency
- Standardize templates for meeting preparation, follow-ups and reporting
- Identify automation opportunities within Intapp and through external tools
- Lead phased implementation of AI and technology enhancements over time
Process Design & Continuous Improvement
Research, Meeting Preparation & Insight Delivery
Partner Support & Administrative Offloading
Marketing Partnership & Campaign Targeting
Pipeline Management & Revenue Intelligence
CRM Ownership & Governance
Success Metrics
90 days
- Team structure defined and hiring plan underway
- Initial CRM audit completed with remediation roadmap
- Exception reporting framework established
- Early partnership with Marketing to support campaign targeting
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- CRM data completeness above 95 percent, including deduplication and parent-child relationship integrity
- Weekly pipeline accuracy verified by PLLs and MDs
- Standardized reporting cadence fully operational
- SOP documentation formalized across core workflows
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- Measurable improvement in forecast accuracy and reduced opportunity aging
- Institutionalized meeting preparation process adopted across PLs
- Executive leadership relying on CRM reporting as single source of truth
- CRM-driven campaign targeting embedded in Marketing and Commercial cadence
- Clear roadmap and initial deployment of automation and AI tools
- Team fully staffed with defined KPIs
12 months
Six months
Qualifications
Required
- 10 plus years in sales operations, revenue operations or business operations
- Experience supporting senior partners or executives within professional services, consulting or investment banking environments
- Deep CRM expertise, including Intapp DealCloud, Salesforce or equivalent platforms
- Demonstrated experience building and scaling teams in India
- Strong executive communication skills with ability to interface directly with US-based leadership
- High operational rigor, accountability and detail orientation
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- Experience working within middle market private equity and advisory ecosystems
- Exposure to revenue analytics, forecasting and pipeline governance
- Experience implementing automation or AI tools within commercial processes
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- Build and mentor a high-performance offshore team
- Establish governance standards that elevate commercial discipline firmwide
- Partner cross-functionally with Commercial Strategy, Marketing and Practice Leaders to strengthen the P2P operating model
Team Contributions
Preferred
#LI-Hybrid