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Vice President, Revenue Operations

C3 AI· Sales
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Redwood City, California$250k - $350kfull-timePosted 3mo ago

About the role

Senior leadership role responsible for building and running the operational engine behind C3 AI's go-to-market organization, unifying marketing, sales, and customer success into a single revenue machine. Reports to the Chief Revenue Officer and leads forecasting, GTM tech stack, deal desk, quote-to-cash, and sales compensation while building a high-performing revenue operations team.

Responsibilities

  • Partner with the CRO and GTM leaders on annual and quarterly planning, including revenue targets, territory and account segmentation, capacity and headcount modeling, and quota setting.
  • Own an accurate, defensible revenue forecast; define forecasting methodology, pipeline hygiene standards, and deal-inspection cadences across the full funnel.
  • Establish the GTM operating rhythm — pipeline reviews, forecast calls, and QBRs — that keeps the revenue organization aligned and accountable.
  • Define and report the KPIs and executive dashboards that measure GTM health: pipeline coverage, conversion, win rates, sales cycle, ARR, net revenue retention, and rep productivity.
  • Own and optimize the GTM technology stack (CRM, marketing automation, sales engagement, CPQ, analytics, and enablement tools); ensure data integrity, integration, and scalability.
  • Build and lead a deal desk to support complex enterprise transactions — deal structuring, pricing guidance, approvals, and quote-to-cash — in partnership with Finance and Legal.
  • Partner with Finance and the CRO to design and administer sales compensation and incentive plans that drive the right behaviors.
  • Standardize and document GTM processes end to end; identify and remove friction across the customer lifecycle from lead to renewal.
  • Drive automation and AI-enabled workflows to improve efficiency, reduce manual effort, and increase seller productivity.
  • Deliver insights and recommendations to executives and the board on performance, trends, and risks.
  • Build, lead, and mentor a high-performing revenue operations team and establish it as a strategic partner across the GTM organization.

Qualifications

  • 10+ years of experience in alliances, channel, business development, or consulting, including significant time building and monetizing relationships with Big Four professional services, IT services, and/or specialist or boutique firms.
  • Deep, active relationships with senior leaders and practice owners across one or more major system integrators.
  • Demonstrated track record of going to market with system integrators and building partner-sourced, alliance-driven revenue at scale.
  • Proven ability to develop executive-level relationships and influence C-suite and partner-level stakeholders.
  • Experience standing up partner delivery capacity, including practice development, enablement, and certification programs.
  • Strong commercial acumen with a track record of driving and managing to measurable revenue outcomes.
  • Familiarity with enterprise AI / machine learning and the enterprise software landscape; technical degree or MBA preferred.
  • Exemplary written and verbal communication skills and executive presence.
  • Willingness to travel to partner and customer sites as needed.

Skills

Required:ForecastingGTM Technology StackDeal Desk / Quote-to-CashSales Compensation DesignLeadership / Mentoring

Benefits

  • excellent benefits
  • competitive compensation
  • generous equity plan
Last updated Jul 16, 2026. Interested? Apply on the company site.

About C3 AI

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