Vice President, Revenue Operations

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, and C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise.

About the role

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.

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.

Requirements

• 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.

Pay

California Base Pay Range $250,000—$350,000 USD

Benefits

C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.