Commercial Director for Outsourcing Direction at Online Accounting Service "Moyo Delo"
Online accounting service Moyo Delo is looking for a Commercial Director for the Outsourcing Direction to take ownership of the commercial side of the product's P&L throughout its full cycle: from acquisition policy and customer acquisition cost through tariffs and renewals to win-back and churn analysis. Under their purview will be tariff policy, the commercial aspects of client managers' work, and coordination with product and the call center.
About the Role:
- The company is developing its accounting outsourcing direction – the core of the business's revenue.
- The role's scope is the commercial side of P&L: revenue, tariffs, retention, CAC, margin from commercial levers.
- The cost of service – the workload and work of accountants – is managed by the product team; the role works closely with them: commercial decisions affecting production load are not made in isolation. The candidate views cohort margin as a guide for decisions but does not manage production costs.
- This is not a classic sales director role – we need a leader who sees revenue as a unit-economics formula (CAC × LTV × retention × upgrade rate), not as "closing more deals." Direct report to the CEO.
Responsibilities:
- Manage the commercial side of the outsourcing direction's P&L: revenue, retention, margin from commercial levers, unit economics (CAC, LTV, payback); defend decisions with data before the CEO and shareholder. Align cohort margin with the product team as the cost owner of the production block.
- Develop and oversee tariff policy throughout the client's journey – from acquisition to renewal: design and control execution of discounts, penalties, upgrades, special tariffs, installment plans, and segment offers at the sales stage.
- Manage customer acquisition cost: differentiated channel and segment economics, control payback period, balance CAC and LTV when making decisions about funnel expansion/contraction.
- Own the renewal process: retention strategy, up/cross-selling, control of Retention Rate and Churn, building customer engagement processes at the renewal stage.
- Launch and scale win-back: programs for returning lost clients, loyalty programs, addressing churn reasons.
- Database segmentation: logic for working with each segment at every stage of the cycle – from acquisition to renewal, prioritizing databases for calls, differentiated commercial strategy.
- Oversee the commercial aspects of client managers' work: KPIs for offering upgrades and additional payments during calls, auditing the quality of commercial work, regular calibration.
- Design motivation systems for teams (new sales and renewals) covering the full commercial cycle: acquiring the right segment, revenue retention, upgrades, win-back.
- Act as a client for direction-specific automations: developing technical specifications for product development (automatic invoicing, auto-debits, IVR) and analytics (funnel and renewal dashboards, self-payment metrics, unit-economics metrics).
- Cross-functional interaction with the service, product, call center, finance, and partner channels.
Requirements:
- Experience managing a commercial function in a B2B subscription model (SaaS, telecom, online business services, insurance retail, EdTech subscription) – where renewals, upgrades, churn, and unit economics are key. At least 5 years.
- Proven track record of improving full-cycle commercial metrics with measurable $ impact: revenue retention, upgrade rate, CAC/payback, cohort margin – with an understanding of which levers worked and how they are interconnected.
- Experience managing large call/renewal/client manager teams with an outbound communication system.
- Experience working with an active client base of 10,000+ clients.
- Proven experience transitioning from a classic sales model to a highly automated sales model (automatic invoicing, auto-debits, IVR routing).
- Experience setting tasks for product and analytics teams as a client: technical specifications for functionality, dashboards, sales performance metrics.
- Experience developing and implementing sales segmentation, tariff, and discount policies.
- Financial maturity: confident work with unit economics (CAC, LTV, payback, cohort margin), ability to link acquisition and retention decisions into a unified P&L impact.
- Experience working closely with production teams: justifying commercial decisions through their impact on production load and overall margin.
- Data-driven approach: independent work with dashboards and raw analytics, ability to defend decisions with data at the board level.
- Experience building cross-functional interaction with related commercial, service, and product leaders.
Personally – Critical:
- You see revenue as a full-cycle formula (CAC × LTV × retention × upgrade rate), not as "closing more deals."
- Doer: you formulate technical specifications for the product yourself, analyze call audits, adjust motivation – you don't write strategic memos.
- Willing to work in a matrix structure: some levers will be dotted line, without formal subordination.
Will be a plus:
- Experience in B2B SMB/fintech/accounting/RegTech markets.
- Experience building a win-back process from scratch.
- Use of AI tools for analytics and automation of commercial processes.
Conditions:
- Official employment.
- Direct work with the CEO and opportunities for growth in responsibility and financial reward.
- Decent income: salary + annual bonus.
- Hybrid work format, schedule: 5/2, from 9:00 to 18:00.
- Comfortable office (Federation Tower, Moscow City).
- Voluntary Medical Insurance (DMS) after the probationary period.
- Interesting and challenging tasks requiring modern professional skills.
