Vice President, Revenue Operations

C3 AI (NYSE: AI) is the Enterprise AI application software company. C3 AI delivers a family of fully integrated products including the C3 Agentic AI Platform an end-to-end platform for developing deploying and operating enterprise AI applications C3 AI applications a portfolio of industry-specific SaaS enterprise AI applications that enable the digital transformation of organizations globally and C3 Generative AI a suite of domain-specific generative AI offerings for the more at: C3 AI

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.

C3 AI is proud to be an Equal Opportunity and Affirmative Action Employer. We do not discriminate on the basis of any legally protected characteristics including disabled and veteran status.