Experience Required

15+

Location

Mumbai

Role Type

Full Time

Role: Commercial Manager

Department: Customer Success

Location: Saki Vihar Road (beside L&T;)

Work Mode: Work from office

Working Days: Monday to Friday

Experience: 15+

Job Description:

About Role

The role plays a key role in ensuring deal sanctity and integrity of transactions with our company and will report to the Vice President and / or Executive Director

Key Responsibilities

- Contract and SOW Management
- Owning the entire contracting lifecycle — from initial term sheet to execute agreement.
- For on-premise deals this includes perpetual license agreements, maintenance terms, and multi-year commitments.
- For cloud/subscription this includes SaaS MSAs, subscription order forms, renewal schedules, and auto-escalation clauses.
- This role ensures legal alignment across APAC & IME jurisdictions (India, SEA, ANZ, etc.) where regulatory and tax requirements vary significantly.

- Billing Operations

- Managing two different billing models in parallel: One-time or milestone-based invoicing for on-premise licenses.
- Recurring subscription billing (monthly/annual) for cloud products.
- This role designs the billing cadence, ensures invoices are accurate and issued on time, and coordinates with finance on revenue recognition standards.

- Collections and AR

- Running accounts receivable follow-up, escalation protocols, and cash flow visibility.
- In APAC & IME, this means navigating varying payment cultures — some markets pay promptly, others require structured follow-up.
- This role sets and enforces DSO (Days Sales Outstanding)



targets and ensures timely escalations to CSM or NB Team.

- Commercial Governance

- Acting as the internal control point for commercial risk — ensuring deals don't get closed with unusual payment terms, uncapped liability, or non-standard SLAs without appropriate approvals. This includes deal review sign-offs before contracts go out.

- Commercial Reporting

- Providing leadership with visibility on ARR (Annual Recurring Revenue), TCV (Total Contract Value), pipeline-to-cash conversion, renewal rates, and collection efficiency — across both on-premise and cloud revenue lines.

The Job responsibilities of the candidate shall include but not limited to the Job Description & to perform any other tasks/functions as required by the Company

Skills And Experience

Qualifications & Experience

- PG/MBA in Finance or related field.
- Minimum 15 years of experience, with 4+ years in managerial roles in retail/SaaS domain.
- Advanced Excel skills (analysis, macros, reporting), robust analytical and communication abilities, and ability to handle multiple deadlines confidentially.

Key Skills

- Expertise in Microsoft Office suite, especially Excel for financial modelling and MIS.
- Proficiency in accounts receivable/payable processes, financial reconciliation, and risk management and market, customer, vendors and competition research.
- Retail domain knowledge, strategic thinking, and leadership to mentor teams.

Perks and benefits

- Pick & Drop facility from Saki Naka Metro.
- Complimentary breakfast.
- Medical insurance coverage.

📌 Commercial Manager (Mumbai)
🏢 ETP Group
📍 Mumbai