Commercial Operations Specialist

Greater Toronto Area | Full-Time | Hybrid

About AirGate

AirGate Technologies is a Premier Canadian Microsoft Frontier Partner helping organizations transform through cloud, security, data and AI.

We are growing, and we care deeply about how we grow. Outstanding customer outcomes require more than great technology — they require strong sales and commercial discipline, excellent operations, financial accountability and people who care about getting things right.

We are looking for a Commercial Operations Specialist to become an important part of the operational engine behind our business.

This is not a customer-facing sales position, but it is a commercial role that works closely with Sales and Customer Delivery and requires a strong understanding of how technology deals are structured, priced, won, delivered and renewed.

You'll sit at the intersection of Sales, Customer Delivery, Finance, Microsoft and Operations.

Your mandate:

Help AirGate win the right business, structure it properly, protect profitability and ensure every engagement moves cleanly from opportunity through delivery, billing and renewal.

What You'll Own

Commercial Operations

You'll support the commercial lifecycle from opportunity through contract, delivery and renewal.

You'll:

- Work with Sales and Customer Delivery Managers to move opportunities efficiently from qualification to customer proposal
- Prepare customer quotations, pricing options and commercial proposals
- Help structure commercial options that support both customer value and AirGate profitability
- Prepare and coordinate Azure migration assessments and related commercial inputs
- Coordinate Microsoft CSP licensing and Azure subscription orders
- Process customer orders accurately and efficiently
- Coordinate procurement with Microsoft, distributors and technology partners
- Support the commercial aspects of customer onboarding
- Manage subscription lifecycle activities including renewals, additions, changes and cancellations
- Maintain accurate opportunity, pipeline, CRM and PSA commercial data
- Coordinate approvals for discounts and non-standard pricing
- Validate Microsoft licensing recommendations and commercial assumptions
- Support renewals, expansions and commercial growth opportunities
- Help maintain pricing consistency across AirGate's portfolio
- Ensure opportunities meet AirGate's commercial governance requirements before presentation to customers
- Help ensure closed opportunities transition cleanly from Sales into Delivery, Finance and Operations

Deal Economics & Profitability

Numbers matter in this role.

You'll help ensure that AirGate doesn't simply win business — we win good business.

You'll:

- Review quotations for pricing accuracy and profitability
- Calculate and validate gross margin, markup, discounts and deal economics
- Identify commercial risks before proposals are released
- Ensure pricing aligns with company standards and profitability objectives
- Review Statements of Work, pricing schedules and commercial assumptions for completeness and consistency




- Coordinate vendor pricing and procurement to improve deal economics
- Support revenue forecasting and pipeline reporting
- Work closely with Finance to reconcile vendor invoices, customer billing and subscription changes
- Ensure completed projects are commercially ready for invoicing
- Validate billing milestones and commercial documentation
- Identify revenue leakage, missed billing and margin risks
- Identify opportunities to improve commercial performance and operational efficiency

Microsoft Commercial Operations

Microsoft is a significant part of AirGate's commercial ecosystem.

You'll support and increasingly become a subject-matter expert in:

- Microsoft CSP licensing
- Azure consumption and subscriptions
- Microsoft licensing programs
- Renewals and subscription changes
- Partner incentives
- Customer investment and funding programs
- Microsoft commercial rules and program changes

You'll work with Sales and Customer Delivery to help determine how Microsoft licensing, incentives and funding can support a competitive and commercially sound customer proposal. Microsoft Funding & Incentives

You'll serve as AirGate's operational lead for programs including Microsoft Customer Investment (MCI), ECIF, and other Microsoft investment and incentive programs.

You'll:

- Work with Sales, Customer Delivery, Microsoft and Finance to identify eligible opportunities
- Coordinate funding applications and approvals
- Track approved funding against opportunities, projects, milestones and customer commitments
- Manage Proof of Execution documentation and customer sign-offs
- Ensure submissions and claims are accurate and completed on time
- Track funding utilization, reimbursement and outstanding claims
- Reconcile Microsoft incentive payments with Finance
- Maintain internal funding processes, templates and governance
- Monitor Microsoft program changes and proactively communicate opportunities
- Report on funding secured, incentive realization and outstanding claims

The Person We're Looking For You understand that sales and operations aren't separate worlds.

A excellent deal needs a compelling solution and a customer who wants to buy it — but it also needs the right SKU, correct pricing, appropriate margin, funding, approvals, documentation, ordering, billing and renewal mechanics behind it.

You enjoy being the person who helps make all of that work.

You notice when a number doesn't look right.

You follow something through instead of assuming someone else handled it.

You understand the urgency of Sales while also understanding why commercial controls exist.

You can move between an opportunity, quotation, Excel model, Microsoft licensing question, vendor order, Statement of Work and funding claim without losing track of the details.

And when you see a repetitive process,



your instinct is to ask:

"How can we make this better?"

Experience We're Looking For

We are particularly interested in candidates with experience in several of these key areas:

- Commercial operations
- Sales operations
- Deal desk or deal operations
- Technology sales support
- Microsoft partner, CSP or licensing operations
- Technology procurement or distribution
- Quoting and pricing
- Professional services operations
- Financial or margin analysis
- CRM and/or PSA systems
- Microsoft funding and incentive programs

Experience working for a Microsoft partner, MSP, VAR, cloud provider, technology reseller, distributor or professional services organization would be particularly valuable.

You don't need to know everything on day one.

But you do need to be comfortable with sales, numbers, systems, technology and accountability.

AI, Automation & The Future of Commercial Operations

We're actively building an AI-enabled operating model at AirGate.

We don't want someone who simply follows today's processes forever.

We want someone who will help us improve, automate and reinvent them.

You'll work with automation, AI agents and integrated business systems designed to make quoting, pricing, commercial governance, funding, ordering and reporting faster and more intelligent.

Curiosity about AI and automation is important.

Coding experience is not.

What Matters to Us

We value people who are:

Commercially minded. You understand customers, sales and the importance of winning — but also that revenue and profit are different things.

Accountable. If you own something, you see it through.

Responsive. Commercial operations needs to keep pace with the business.

Curious. You want to understand why, not simply follow a checklist.

Detail-oriented. Accuracy matters when you're working with customer pricing and company profitability.

Collaborative. You'll work across Sales, Delivery, Finance and Operations.

Comfortable with change. We're growing and continuously improving how we operate.

Low ego. The best idea wins, regardless of where it comes from.

Improvement-minded. "That's how we've always done it" isn't a particularly compelling argument here.

Location

This is a Greater Toronto Area-based hybrid position.

Applicants must currently reside in the GTA or within reasonable commuting distance and be able to regularly collaborate with our team in person.

This position is not available as a Canada-wide or international remote position.

Applicants must be legally entitled to work in Canada. No agencies please. We prefer to engage directly with candidates.

Inclusive Hiring

Great teams are built by bringing together people with different backgrounds, experiences, perspectives and ways of thinking.

AirGate is committed to inclusive hiring and to creating an environment where people can do their best work and feel that they belong.

If this role sounds exciting but you don't meet every qualification listed above, we still encourage you to apply. Curiosity, accountability, good judgment and the desire to make things better matter enormously to us.

📌 Commercial Operations Specialist (Aurora)
🏢 AirGate Technologies
📍 Aurora