{"id":1617616,"url":"https://alion.io/job/cai-software-vp-revenue-operations","title":"VP, Revenue Operations","company":{"id":1973432,"name":"CAI Software","domain":"caisoft.com","url":"https://alion.io/company/caisoft","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"UltiPro","truth_index":{"grade":"B","score":75,"open_postings":3,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":27,"computed_at":"2026-10-28T05:59:10Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":141000,"max_usd":253000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":1252},"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-09-16T21:58:09Z","employer_posted_date":"2026-09-16","last_verified_at":"2026-10-29T02:30:26Z","board_verified":true,"closed_at":null,"days_open":42,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":42},"description":"VP, Revenue Operations\nAccelerate Performance.\nAbout CAI Software\nCAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner.\nWith 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact.\nCAI Business Units and the Markets We Serve\nCAI Software is organized into three business units: Graphic Communications, Process Manufacturing, and Discrete Manufacturing - aligned to the industries we serve. This structure keeps our teams close to customer needs while operating with the scale and support of a global software company.\nShared Services\nThis role is part of our Shared Services organization, which includes the functions that support all three CAI business units. This model enables deep industry focus at the BU level while delivering the scale, expertise, and operational strength of one unified company.\nAbout the Role\nCAI Software is seeking a VP, Revenue Operations to lead our go-to-market operations function. This role owns the systems, processes, and analytics that connect Sales, Marketing, Finance, and Technology into a single, high-performing engine built to scale with the business.\nThe VP, Revenue Operations will partner directly with the senior leadership, turning complexity into clarity and data into decisions that move the business forward. This is a hands-on leadership role that treats AI and automation as tools to deploy now - not just evaluate - to eliminate manual work, sharpen forecasting, and give the GTM team a durable operational advantage.\nWhat You'll Do\nAI-Driven Operations & Process Optimization\nChampion AI and automation across RevOps - pipeline analysis, forecasting, lead scoring, reporting, and workflow automation.\nIdentify high-friction, manual processes and replace them with intelligent, scalable solutions.\nEvaluate and deploy AI-native tools that boost seller productivity and reduce operational overhead.\nBuild a culture where the team defaults to automation before headcount.\nOwn the end-to-end sales process: lead management, pipeline governance, and stage progression - continuously optimizing at every stage.\nSales Strategy & Planning\nPartner with the CRO and Sales Leadership on territory design, resource allocation, quota setting, and capacity modeling.\nOwn the annual and quarterly sales planning cycle, ensuring team goals align tightly to business objectives.\nDevelop, track, and manage KPIs across the sales organization; lead performance forecasting.\nCompensation Plan Ownership & Distribution\nOwn end-to-end design, documentation, and governance of sales compensation plans, ensuring alignment with company strategy and quota targets.\nPartner with Finance, HR, and Sales Leadership to model plan economics, pay mix, and payout curves before rollout.\nManage annual plan distribution and rep-level acknowledgment, plus communication of any mid-year plan changes.\nOwn compensation calculation, validation, and payout processing in partnership with Finance and Payroll, ensuring accuracy and on-time payment.\nField and resolve compensation disputes and inquiries, maintaining clear documentation and audit trails.\nEvaluate compensation plan performance against desired seller behavior and recommend adjustments each planning cycle.\nDeal Desk Management\nOwn the deal desk function, including deal structuring, non-standard pricing, and contract review approvals.\nEstablish and enforce deal approval workflows and escalation paths across Sales, Finance, and Legal.\nPartner with Sales, Finance, and Legal to accelerate quote-to-cash cycle time while managing commercial risk.\nMonitor discounting, deal terms, and margin impact; provide guardrails and guidance to sales reps and leadership.\nContinuously improve deal desk tools, templates, and playbooks to reduce deal friction and cycle time.\nSales Tools & Technology\nEvaluate, implement, and manage the RevOps tech stack: CRM, sales automation, analytics platforms, and AI tools.\nEnsure the sales team is equipped with the right technology to perform at their best.\nLead system integrations that improve productivity and reporting accuracy.\nLead RevOps integration for newly acquired businesses, including CRM, ERP, and sales process consolidation onto CAI's unified systems.\nData Governance & CRM Data Quality\nEstablish and enforce CRM data governance standards, including field-level ownership, naming conventions, and data hygiene protocols.\nMaintain high data integrity across accounts, contacts, opportunities, and pipeline stages to support accurate reporting and forecasting.\nProactively identify and resolve data quality issues that impact reporting, compensation calculations, or sales execution.\nPartner with IT and Marketing Operations to align CRM data structure with downstream systems and reporting needs.\nBudget & Vendor Management\nOwn the RevOps technology budget, including license utilization, renewal negotiations, and cost optimization across the tech stack.\nManage vendor relationships and contracts for CRM, sales engagement, analytics, and AI tools, ensuring accountability to SLAs and ROI.\nEvaluate new vendors and tools, building the business case for adoption, consolidation, or retirement of platforms.\nAnalytics & Reporting\nBuild dashboards and operational frameworks that give sales leaders and executives real-time visibility into pipeline health, performance, and forecast accuracy.\nLead board-level reporting and executive business reviews.\nDrive data-driven decision-making across the GTM organization - from rep-level metrics to revenue forecasts.\nSales Enablement\nLead strategy for sales and channel enablement, including onboarding programs, training, and continuous skill development.\nEnsure new hires ramp quickly; ensure tenured reps stay sharp and process-adherent.\nAlign with Marketing on pipeline generation, lead management, and demand strategy.\nPartner with Finance on forecasting, budgeting, and revenue recognition.\nCollaborate with Product and Customer Success to bring the customer voice into GTM planning.\nTeam Leadership & Development\nLead and develop the RevOps team - coaching for performance, building a bench, and creating clear paths for growth.\nBuild a high-performing, scalable organization that grows with the business.\nModel a culture of operational excellence, continuous improvement, and bold thinking.\nWhat We’re Looking For\n7-10 years in Sales or Revenue Operations, with at least three years in a global leadership role.\nDemonstrated experience deploying AI tools and automation to improve GTM operations - not just evaluating them.\nStrong hands-on experience with Salesforce, Gong, and NetSuite, with the ability to integrate these platforms across sales, marketing, and finance workflows.\nProven track record of process optimization in a high-growth, fast-paced environment.\nStrong analytical skills - able to move from raw data to executive-ready insight.\nStrong experience with sales compensation design and incentive structures.\nExceptional cross-functional communicator and collaborator.\nExperience owning sales compensation administration and tools (e.g., Xactly, CaptivateIQ, Spiff) a plus.\nWhy Join CAI\nAt CAI, we are building something that matters. With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like - and we are building the team to lead that work.\nOur four pillars define how we deliver for customers - and how we work:\nBuilt to Fit - Fits how your business runs so performance comes standard\nBuilt to Expedite - Speeds time to performance without heavy lifts or delays.\nBuilt to Deliver - AI turns action and insights into measurable performance.\nBuilt to Scale - Sustains and scales performance without disruption.\nCAI Software is an “EEO/Veterans/Disabled employer.”\nEqual Employment Opportunity\nCAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.\nDisability Accommodation\nCAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at  or send an e-mail with your specific accommodation request.\nWork Authorization\nApplicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA).\nPay Transparency Nondiscrimination\nCAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).\nCompensation\nThe compensation range reflects the Company’s good faith belief at the time of posting. Individual base pay depends on various factors, including primary work location, complexity and responsibility of the role, job duties and requirements, and relevant experience, knowledge, skills, and education. Base pay ranges are reviewed and typically updated each year, and offers are made within the applicable range at the time of hire. 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