Commercial Strategy Lead

About PakFactory

PakFactory has spent over a decade as a design-led custom packaging partner to North American brands across apparel, beauty, food and beverage, and beyond. We're now at a genuine inflection point: transforming from a service business into a technology-powered platform. That means rebuilding our website, launching customer and vendor portals, and shipping AI products that change how packaging gets quoted, designed, and delivered - starting with a smart-quote agent aimed squarely at our single biggest operational bottleneck.

The Mission

We're looking for a Commercial Strategy Lead to architect and run the engine behind our sales team. You will be the strategic mastermind to design the underlying GTM structure that will take us into our next phase of enterprise expansion.

This role sits at the intersection of high-level strategic planning, revenue architecture, and tactical operational design. You will directly partner with executive leadership and sales leaders to design, build, and deploy the frameworks, playbooks, compensation structures, and systems required for scalable enterprise growth.

What You’ll Build & Own 

Strategic GTM & Enterprise Expansion

• Architect and execute the shift toward an Enterprise sales motion, including Account-Based Marketing (ABM) alignment, multi-threaded deal frameworks, and executive sponsorship strategies.
• Restructure the revenue organization into high-performing specialized roles (e.g., SDR/BDR inbound, Enterprise Hunter outbound, Account Management Farmer).
• Build robust unit economic models, TAM/SAM segmentation, and pipeline forecasting frameworks to guide strategic decision-making for the CEO and Sales Leadership.

Playbook & Methodology Creation

• Author comprehensive, end-to-end sales playbooks covering stage definitions, objection handling, and proposal frameworks.
• Design and implement competitive incentive and quota plans in close collaboration with Sales Management and Finance to drive target behaviors.
• Establish clear operational metrics, performance standards, and expectation management structures across all sales tiers.

Revenue Operations & Technology Integration

• Evaluate, simplify, and deploy technology and AI tools that automate revenue workflows, enhance pipeline visibility, and improve rep productivity.
• Operationalize the CRM and tech stack ensuring high adoption, accurate data hygiene, and seamless alignment between marketing inputs and sales outputs.
• Build automated reporting dashboards tracking customer acquisition cost (CAC), lifetime value (LTV), conversion rates by cohort, and pipeline velocity.

Who You Are

• 5+ years of experience in B2B Sales Strategy, GTM Transformation with a proven track record of architecting sales models.
• Proven execution record: Demonstrated experience designing playbooks, compensation matrices, and sales stage methodologies from scratch.
• Strong critical thinking: Ability to synthesize abstract executive goals into structured, step-by-step operational roadmaps.
• High communicative fluidity: Excellent verbal and written communication skills with a track record of driving cross-functional alignment across sales, marketing, and leadership teams.
• Tech & AI Literacy: Hands-on experience implementing revenue technology, AI-driven automation, and CRM optimizations without creating unnecessary workflow friction.
• Commercial awareness: Experience in B2B mid-market and enterprise deal environments (industry exposure to platform, manufacturing, packaging, or tech-enabled services is a plus).

Why PakFactory

• Build a diverse portfolio across a wide range of brands, industries, and packaging formats.
• Learn structural packaging hands-on from an experienced senior design team.
• Work with industry-leading tools and see your designs produced and in clients' hands.

Benefits & Work Conditions

• Extended Health, Dental, and Vision care
• Paid time off (PTO) and statutory holiday pay
• On-site parking
• Legal Eligibility: Must be legally authorized to work in Canada.

Accessibility, Inclusion & AI Transparency

PakFactory is an equal opportunity employer committed to diversity, equity, and inclusion. In accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code, accommodations are available upon request for candidates taking part in all aspects of the recruitment and selection process. If you require accommodation, please contact HR@pakfactory.com.