About Divert

Divert is a circular economy company on a mission to prevent food from being wasted through nationwide infrastructure and innovative technologies. Founded in 2007, the company provides an end-to-end solution that leverages data to prevent waste, facilitates edible food recovery to provide to people in need, and transforms unsold food products into renewable energy to power communities. Through this integrated approach to reducing wasted food–Prevent, Provide, Power™–Divert works with customers across the U.S. to reduce wasted food and positively impact people and the environment.

What you’ll do:

Divert is building a scaled Industrials services business, and this role will own the commercial engine that powers its growth.

The Director of Commercial Operations & Revenue sits at the center of how the business generates, advances, and converts opportunities into revenue, margin, and EBITDA. This leader is responsible for shaping a dynamic, market-specific pipeline strategy based on asset maturity, market conditions, operational capabilities, and financial goals.

This role ensures alignment across Sales and Marketing to drive pipeline velocity while continuously monitoring and improving the commercial performance of each asset. Working cross-functionally with Commercial, Operations, and Finance, this leader translates market activity into disciplined, measurable, profitable growth.

Location: This is a remote role; candidates must be based within reasonable distance of a major airport.

Travel: up to 20% annually

Responsibilities:

• Commercial Pipeline & Growth

  • Own the end-to-end pipeline management process from lead intake through proposal, award, and account launch

  • Translate market intelligence into pipeline strategy, prioritization, and investment focus

  • Drive outbound sales, prospecting, and demand generation strategy across target industrial segments

  • Define target account strategy, customer prioritization, and segment-level growth plans.

• Revenue & Performance Management

  • Develop and manage forecasting processes across bookings, awarded work, ramp timing, and seasonality.

  • Build KPI dashboards and operating reports spanning pipeline health, conversion, revenue, gross margin, and EBITDA

  • Monitor account and lane-level performance, identifying and addressing underperformance.

• Pricing & Commercial Discipline

  • Partner with Operations, Logistics, and Finance to ensure pricing reflects true execution costs and constraints.

  • Support Commercial review processes to improve win rates and protect target margins

  • Identify and filter out low-quality or low-margin opportunities early

• CRM & Operating Rhythm

  • Establish CRM rigor, including stage definitions, data integrity, and pipeline hygiene

  • Create and lead commercial operating rhythms (weekly pipeline reviews, forecast reviews, monthly business reviews)

  • Ensure clear linkage between CRM activity, bookings, and financial performance.

• Cross-Functional Execution

  • Act as the connective tissue between commercial and operational teams to ensure alignment from sales through execution

  • Surface commercial risks, margin leakage, and execution bottlenecks early to enable fast decision-making

What we’re looking for:

• 8-12+ years of experience in commercial, revenue, or sales operations
• Proven track record of building and managing pipeline-driven businesses with clear revenue accountability
• Strong analytical and financial acumen, with experience managing to margin and EBITDA targets
• Experience working cross-functionally with operations and finance
• Entrepreneurial and comfortable operating in a fast-scaling, ambiguous environment and building structure from the ground up.

What’s in it for you?

• $180,000 / year + bonus potential
• Health, Vision and Dental Benefits (effective the first of the month following your date of hire!)
• Life Insurance
• Safe harbor 401(k) plan
• Paid Time Off
• Opportunities for Advancement with a Rapidly Growing, Mission-Driven Organization

Divert Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

We are committed to providing reasonable accommodations to applicants with disabilities throughout the hiring process. If you need assistance or accommodation, please contact the Divert Recruiting Team, Recruiting@divertinc.com