Vice President, Revenue Operations

About the role

C3 Ai seeks a Vice President of Revenue Operations to architect and govern the end-to-end revenue engine for our go-to-market organization. This executive role is responsible for transforming strategic objectives into predictable, measurable outcomes by unifying marketing, sales, and customer success. The leader in this position will establish the operational foundation that drives efficiency, accountability, and growth within the enterprise AI sector.

The core mission involves building and running the operational machinery that powers revenue generation. This individual will own the design, implementation, and continuous optimization of the systems, processes, and analytics that enable the business to perform at scale. Success requires a rare blend of strategic vision and hands-on execution rigor, ensuring that revenue initiatives are not only defined but also reliably delivered.

A primary responsibility is to ensure forecasting accuracy and pipeline integrity. This leader will define the rules of engagement for revenue planning, including forecasting methodology and pipeline governance. They will establish rigorous inspection routines for opportunities, working closely with deal desk functions to manage complex transactions. This partnership with Finance and Legal is critical for structuring deals, guiding pricing, and navigating the approval lifecycle from quote to cash realization.

Technology and data integrity form another cornerstone of this role. The Vice President will own the GTM technology stack, encompassing CRM, marketing automation, sales engagement, and CPQ platforms. They will ensure that data flows seamlessly across systems, enabling reliable analytics and scalable operations. This technical stewardship is essential for maintaining a single source of truth that supports transparent and informed decision-making.

To drive performance, the role requires the creation and management of executive visibility. This leader will define and report on key performance indicators, constructing dashboards that monitor pipeline health, conversion rates, win rates, sales cycle length, ARR, and net revenue retention. These insights will be synthesized into narratives for the C-suite and the board, highlighting performance trends, emerging risks, and market dynamics.

Operational rhythm is vital for alignment. The Vice President will establish a cadence of governance meetings, including pipeline reviews, forecast calls, and business review sessions. This structured approach ensures that the entire revenue organization remains synchronized around shared goals and quarterly targets. It fosters a culture of accountability where outcomes are measured and adjustments are made in real time.

People leadership is equally important. The candidate will build, mentor, and lead a high-performing revenue operations team, positioning it as a strategic partner across GTM functions. This involves defining roles, setting standards, and fostering collaboration to break down silos. By creating an environment of shared ownership, the revenue operations function becomes a catalyst for company-wide cohesion.

The qualifications for this role demand extensive experience in partner-driven growth. The ideal candidate brings over a decade of background in alliances, channel management, or business development. They will have a history of working with and monetizing relationships within large integrator ecosystems, such as the Big Four and other system integrators.

Success in this position is rooted in the ability to influence at the executive level. The candidate must demonstrate a proven capacity to develop trust with C-suite leaders and partner owners. They should be adept at navigating complex enterprise landscapes, with a clear understanding of enterprise AI and machine learning. A technical degree or an MBA is strongly preferred to complement commercial acumen.

In summary, this is a leadership opportunity for an operator who thrives on turning strategy into execution. The Vice President of Revenue Operations will be instrumental in scaling C3 Ai's commercial engine. They will ensure that the company's go-to-market machinery is efficient, data-driven, and capable of delivering sustainable, predictable growth in a dynamic market.

What you'll do

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