Vice President of Revenue Operations

C3 AI is looking for a Vice President of Revenue Operations to build and run the operational engine behind our go-to-market organization. Reporting to the Chief Revenue Officer, you will own the strategy, systems, processes, and analytics that unify marketing, sales, and customer success into a single, accountable revenue machine. This is a high-impact, high-visibility leadership role for an operator who thrives on turning strategy into predictable, measurable execution.

You will bring rigor to forecasting and pipeline management, own the GTM technology stack and data, lead deal desk and quote-to-cash, and partner with Finance on planning and sales compensation. You will be a trusted advisor to the CRO and the executive team, and you will build a world-class revenue operations team as C3 AI scales.

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.

Preferred Qualifications

• Experience in AI, data, or enterprise platform software.
• Experience supporting GTM through partner and co-sell motions (e.g., hyperscaler or systems-integrator alliances).
• Familiarity with public-sector, defense, or highly regulated industry sales motions.
• Hands-on experience applying AI and automation to revenue operations workflows.
• MBA or advanced quantitative degree.

Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

California Base Pay Range 250000 - 350000 USD