Vice President, Revenue Operations

Revenue Strategy & Execution 

• Own and evolve CCC’s end-to-end Revenue Operations strategy, ensuring alignment with business objectives and growth targets 

• Manage pipeline analytics and revenue performance metrics to provide actionable insights. In collaboration with Finance, establish forecasts. 

• Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews). 

• Translate complex data into actionable recommendations for Market leaders 

• Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity 

Sales Enablement & Performance Optimization 

• Design and optimize scalable revenue processes and rules of engagement to drive clarity, efficiency, and cross-functional alignment across all GTM teams 

• Strengthen pipeline confidence and conversion, forecast accuracy, sales cycle time, onboarding, and retention 

• Implement and manage best-in-class sales methodologies, playbooks, and enablement programs 

• Partner on the commission strategy and quota design, with Finance, HR Compensation, and Sales leadership to align incentives with business outcomes 

• Lead Deal Desk via a cross-functional group to standardize and optimize deal workflows, execute pricing strategies for complex and large deals, and support sales cycles and contracts 

• Ensure pricing standards are followed throughout the selling process and engage on any potential exceptions to pricing standards 

• Design and deliver training programs—including onboarding, Salesforce, negotiation, core selling skills, and ongoing development—while managing enablement tools, LMS vendors, and ensuring alignment with enterprise and GTM objectives 

• Foster cross-functional alignment across Sales, Strategy, Marketing, Product Management, and Finance to drive operational efficiency and growth 

Data-Driven Insights & Process Optimization 

• Own and optimize the GTM tech stack (e.g., Salesforce, Clari, Gong, 6Sense, Gainsight), partnering with IT on implementation, governance, and integration. 

• Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting 

• Identify, evaluate, and implement AI-enabled tools and capabilities to enhance GTM execution—e.g., intelligent forecasting, personalized prospect outreach, content generation, and early churn signals 

• Continuously improve Salesforce reporting, ensuring high-quality data, automation, and process consistency across the organization 

• Provide insights on market dynamics, competitive positioning, client feedback, and wallet share to inform GTM strategy; assess account growth opportunities through whitespace analysis, segmentation, prioritization, and headcount sizing to guide sales planning 

• Collaborate cross-functionally to enhance pricing strategies, leveraging insights to optimize customer acquisition, expansion, and lifetime value 

• [10+] years of experience in Revenue Operations, Sales Operations, or Strategy, with experience in a leadership role at a high-growth SaaS, software, or technology company 

• Bachelor’s degree in Business, Finance, Economics, or a related field required; MBA or advanced degree preferred 

• Proven track record of designing and scaling revenue operations functions that drive measurable impact on revenue growth 

• Experience delivering forecasting, GTM strategy, pricing, and commission planning in a growth environment 

• Deep expertise in Salesforce and enterprise sales tools, ensuring data integrity and process consistency 

Leadership Attributes  

• Build, mentor, and scale a high-performing Revenue Operations team, ensuring the right mix of strategy, analytics, and execution capabilities 

• A go-getter with a growth mindset—intellectually curious, business-savvy, and continuously learning 

• A problem-solver with strong analytical skills and a “get-it-done” mentality, comfortable operating from strategy to execution 

• A collaborative team player who builds trust and drives shared success 

• A clear and confident communicator with executive presence and influence