PAIR
Commercial Operations Manager
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Commercial Operations Manager
Location: UK (min 2 days in office London)
Reports to: Operations Director
Dotted line to: Business Development Director (Elena Bergmann)
Direct reports: None
Type: Full-time
Annual leave: 25 days per year + bank holidays
Comp: £65,565 to £80,135
About Pair
PAIR is the leading AI adoption platform for enterprise. We help organisations build workforce capability, give leaders visibility into AI adoption, scale the workflows that create value, and prove the return on AI investment. Backed by a seed round from two of Europe's leading early-stage VCs, we're driving real AI adoption for some of the world’s leading companies.
We're a fast-scaling startup, currently 35 people strong and aiming to double our headcount within the next 6 months. As we scale across the UK and the US office, we're looking for people who want to help even more organisations become AI native in 2026 and beyond.
PAIR is set up to be the most impactful role of your career. This is a rare chance to work inside a business that's using AI to change how work happens, not just for our customers, but for ourselves. You'll build and experiment in a genuinely AI-first company, where new tools and workflows aren't a side project but how we operate day to day. We use a hybrid work approach with 2 days in office per week, and every 6 weeks we have an anchor week where we all come together for 4 days in our London office.
About the Role
The Commercial Operations Manager is an individual contributor role that owns the commercial operational layer end to end. The bulk of the work is commercial operations: ensuring the commercial process of contracting is optimal, followed and enforced and driving contract negotiations where AE’s require support. Ensuring the operations are run effectively, the role also involves keeping HubSpot trustworthy, running the weekly and monthly numbers, and tracking commission so AEs always know where they stand and could help support the sales team with client onboarding, especially around governance checks from clients on security etc.
Core Responsibilities
Commercial operations (approx. 80% of role at start)
- Contracting: Ensure that the client engagement and contracting process is clear, that the AE’s have clear guidance and document flow for contracting, from initial NDA, Governance documents (including DPA and security), terms and conditions, and order form. Support AE’s in any non-standard contracts (such as where clients want to change terms or want their documents to be used. Ensure contracting process is followed and Hubspot contains all transaction records. Support AE in any governance questionnaires at account onboarding stage
- Invoicing and collections: For any signed order, ensure the customer is created, invoiced and payment tracked. Weekly follow up on overdue payments and working with AE to collect these. Ensure client information checks are done at client onboarding (company Reg details, address, contact information, etc)
- Vendor due diligence and InfoSec questionnaires: Any initial or subsequent due diligence and governance\info sec questionnaires will be completed by the role. The person will ensure that a library of completed questionnaires, security documentation, certifications and policies are maintained and where there are gaps identified work with the internal parties to ensure these are resolved.
- Procurement and framework support: Ensure Pair is on the relevant Government and Procurement frameworks (including RM6200 AI DPS, G-Cloud 15) and where not drive the process to have Pair on these frameworks. Own day-to-day paperwork on partner contracts and SMB reseller transitions, as well as monthly returns for these frameworks. Ensure framework renewals are maintained.
- Document and template ownership: Maintain master versions of Enterprise Terms, DPA, Order Form, MSA and partner agreements. Hold version control. Surface gaps and inconsistencies for legal review.
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Sales operations (approx. 20% of role at start)
- CRM hygiene: Own data quality control across deals, companies, contacts and activities. Audit pipeline weekly. Enforce mandatory fields (source, stage definitions, next steps, close dates). Flag drift and coach AEs on using the CRM where data quality slips.
- Reporting: Run the weekly pipeline review pack and monthly commercial reporting. Produce board-ready numbers, maintain the source-of-truth dashboard set in HubSpot.
- Commission tracking: Calculate, track and issue monthly commission statements for the AE team, accounting for staggered start dates, ramped targets, and partner-sourced deals. Liaise with Finance and Payroll to ensure timely payment.
- Tooling: Own the sales tools stack (HubSpot, Apollo, Sales Navigator, conversation intelligence). Manage seats, configuration, integrations, and the case for adding or retiring tools.
About You
We are looking for someone who finds satisfaction in making commercial processes run cleanly and who is happy to be the most operationally rigorous person in the room. You own the process outcome end to end, are transparent in your engage with teams and stakeholders and excel at improving processes and the way we work
Non-negotiables
- High attention to detail. You catch the date that does not match, the clause that contradicts the order form, the invoice that has not been paid on time
- Comfort with contracts. You can read a customer-paper MSA, identify the half-dozen clauses that actually matter commercially, and articulate why
- Numbers literacy. You are comfortable in spreadsheets, comfortable in a CRM, and confident producing the same number two different ways to verify it
- Self-starter. You do not need a queue to be told what to work on; you build the queue
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Must-have experience
- At least 3 years in commercial operations, deal desk, revenue operations, contracts management, or a similar function inside a B2B SaaS or professional services business
- Hands-on experience with HubSpot or comparable CRM (Salesforce, Close), including reporting and dashboard configuration
- Demonstrable track record of running contract or invoicing workflows independently, ideally across multiple customer segments (enterprise, government, partner)
- Familiarity with UK enterprise procurement, vendor due diligence processes, and security frameworks (Cyber Essentials, ISO 27001, SOC 2 at a working level).
Nice to have
- Exposure to UK government procurement frameworks (G-Cloud, DPS, RM-series) and the Procurement Act
- Experience supporting a sales commission process at a scaling startup, supporting fast growth and a team of 5 or more account executives
- Familiarity with DPAs and basic data protection concepts and GDPR requirements
- Background working with a partner or reseller channel, building or running partner programmes
How We Work
PAIR is a small, high-trust team. We move quickly, decisions are made in the open, and ownership matters more than title. The Commercial Operations Manager role sits at the seam between Sales, Operations and Finance, and the person in it will work daily with the BD Director, the Operations Director, the CTO/DPO, and the AE team. You will have unusually direct exposure to how an enterprise SaaS business is built from the ground up and have a great chance to be at the front of building this capability in an incredibly fast growing and internationalising business.
Hiring Process
- Adds will be placed on LinkedIn and over 3-5 days cv’s screened to create a shortlist of potential candidates.
- A 30 min screening call will be conducted via Teams
- For those that pass a homework assignment will be given with a few days to complete
- Final stage interview in office for 3 hours will be held for the shortlist and an offer is made right away for any candidate that gets selected
Some Initial 12-Month Outcomes
- Reduction in average contract cycle time from verbal agreement to countersignature.
- Own the invoicing, payment chasing, or vendor onboarding and due diligence admin
- Improved HubSpot hygiene and sales reporting accuracy that is fit for monthly board reporting without manual reconciliation; commission statements issued to every AE regularly.
- Documented commercial operations playbook covering contracting, vendor DD, procurement support and partner paperwork, sufficient for a successor to step in cold.
- Clearer deal governance and fewer avoidable escalations.
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