Senior Vice President, Revenue Operations and Commercial Enablement
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Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies, manufacturers, and retailers. Our predictive analytics and Liquid Data® platform help clients measure market share, uncover consumer behavior, and drive growth—powered by six decades of expertise and an expansive, high-quality data set.
At Circana, we are fueled by our passion for continuous learning and growth, we seek and share feedback freely, and we celebrate victories both big and small in an environment that is flexible and accommodating to our work and personal lives. We’re a global company dedicated to fostering inclusivity and belonging. We value and celebrate the unique experiences, cultures, and viewpoints that each individual brings. By embracing a wide range of backgrounds, skills, expertise, and beyond, we create a stronger, more innovative environment for our employees, clients, and communities. With us, you can always bring your full self to work. Join our inclusive, committed team to be a challenger, own outcomes, and stay curious together. Circana is proud to be Certified™ by Great Place To Work®. This prestigious award is based entirely on what current employees say about their experience working at Circana. Learn more at www.circana.com.
Role Summary
The Senior Vice President, Revenue Operations and Commercial Enablement leads the global commercial operating model to drive predictable revenue growth, high seller productivity, and strong financial and compliance outcomes.
This role integrates revenue operations, order-to-cash, CRM data governance, and commercial enablement into a unified, scalable engine. The SVP owns execution across the full commercial lifecycle, from pipeline through renewal, ensuring alignment across Sales, Finance, IT, and Operations.
As a senior executive partner to the CRO, CFO, and CIO, this leader balances growth with operational rigor, including SOX compliance and audit readiness. We are seeking a hands-on operator who has built and scaled global revenue operations in a SaaS, AI, or data-driven B2B environment.
Key Responsibilities
Enterprise Revenue Operating Model
- Design, own, and evolve the global revenue operations operating model, ensuring clarity of ownership across Sales, Finance, IT, and Operations.
- Define how pipeline, pricing, contracts, orders, billing, and renewals connect into a single, scalable execution framework.
- Establish clear swim lanes, decision rights, and escalation paths to eliminate duplication and rework.
Sales Growth & Productivity Enablement
- Enable revenue growth by freeing seller time, simplifying sales motions, and reducing execution friction.
- Ensure sellers are supported with:
- Clear playbooks and sales motions
- Reliable CRM and CPQ workflows
- Strong order execution and billing readiness
- Partner with Sales Leadership to improve win rates, pipeline velocity, and execution consistency.
Order‑to‑Cash Excellence
- Own the order‑to‑cash execution model, ensuring orders are first‑time‑correct, billing‑ready, and compliant.
- Reduce cycle times, errors, and manual rework through automation and process standardization.
- Ensure strong alignment between Orders, Billing, Revenue Accounting, and Collections.
CRM Data Governance & Commercial Data Integrity
- Own the enterprise approach to CRM data governance, including master data, data quality, controls, and change governance.
- Ensure CRM data is trusted, usable, and scalable to support selling, ordering, forecasting, and reporting.
- Balance governance rigor with usability for the field.
SOX, Risk & Control Leadership
- Ensure commercial processes and systems are SOX‑compliant by design, not retrofitted.
- Partner with Finance, Audit, and Compliance to define, test, and remediate key controls.
- Act as executive owner for audit readiness across revenue processes.
Systems & Automation Strategy
- Set the strategic roadmap for CRM, CPQ, order management, and commercial automations.
- Prioritize investments that drive:
- Higher automation and touchless processing
- Fewer exceptions and downstream corrections
- Faster time to revenue
- Ensure systems evolve with the business without increasing risk.
Change Management & Adoption Leadership
- Lead enterprise change management for commercial process, system, and operating model transformations,
- Ensure changes are adopted consistently across Sales, Finance, IT, and Operations.
- Develop stakeholder engagement, communication, training, and reinforcement plans
- Accelerate adoption and reduce disruption during rollouts.
- Identify adoption risks, readiness gaps, and organizational resistance
- Implement mitigation plans to sustain new ways of working.
- Establish adoption metrics and feedback loops to measure behavior change
Commercial Insights & Performance Management
- Ensure reliable, consistent metrics across:
- Seller productivity and capacity
- Pipeline health and conversion
- Order quality and execution
- Revenue predictability
- Use insights to drive action, not just reporting.
Sales Compensation and Incentive Plan Design and Deployment
- Lead the design and governance of sales compensation and incentive plans
- Align seller behavior to revenue growth, profitability, strategic priorities, and role-specific accountability.
- Partner with HR, Finance, and Sales Leadership to define pay mix, measures, quota methodology, crediting rules, accelerators, and governance processes
- Oversee incentive plan deployment and administration\System readiness, payout accuracy, exception management, and performance reporting; monitor attainment, cost of sales, and plan effectiveness
- Recommend adjustments based on business results, market dynamics, and organizational changes.
Global Leadership & Talent Development
- Lead and develop a global organization of Directors, Senior Managers, and Analysts.
- Build leadership depth and succession across all commercial operations functions.
- Establish operating rhythms, performance standards, and accountability.
Success Metrics
- Improved revenue predictability and forecast accuracy
- Increased seller productivity and reduced non‑selling time
- Faster order cycle times and higher first‑time‑correct rates
- Reduced downstream billing and revenue corrections
- Strong SOX audit outcomes with minimal findings
- Higher automation and lower cost‑to‑serve
- High adoption of tools, playbooks, and standards
Core Competencies
- Enterprise Revenue Systems Thinking – Understands how data, systems, process, and people interact across the full revenue lifecycle.
- Growth & Control Balance – Enables speed and scale without compromising compliance or integrity.
- Executive Influence – Partners effectively with C‑suite and senior commercial leaders.
- Operational Rigor – Builds durable, repeatable operating models.
- Change Leadership – Drives adoption through clarity, discipline, and accountability.
- Talent & Organization Builder – Develops strong leaders and scalable teams.
- Business Judgment – Makes sound tradeoffs in complex, ambiguous environments.
Qualifications
- 15+ years in Revenue Operations, Sales Operations, or Commercial Strategy, including 8–10+ years in senior leadership roles
- Proven ownership of the end-to-end revenue lifecycle at global, enterprise scale (pipeline through renewal)
- Deep experience designing and leading transformation of global revenue operating models across complex, matrixed organizations
- Strong command of order-to-cash processes, including automation, revenue recognition alignment, and process standardization
- Demonstrated ability to improve seller productivity, pipeline velocity, and overall commercial execution
- Strong financial acumen, including pricing, revenue quality, forecasting, and cost of sales
- Hands-on experience with CRM (e.g., Salesforce), CPQ, and commercial systems, with the ability to translate business needs into scalable system design
- Experience partnering cross-functionally with Sales, Finance, and IT to align priorities and drive decisions in shared ownership environments
- Proven track record of leading large-scale, enterprise transformations from design through adoption, including change management and stakeholder alignment
- Experience operating in SOX-controlled environments with strong risk, controls, and audit discipline
- Track record of leading and scaling global teams, building leadership depth and accountability
- Strong executive presence with the ability to influence CRO, CFO, CIO, and senior commercial leaders
Education and Leadership
- Bachelor’s degree required; MBA or advanced degree preferred
- Operates as a hands-on builder with an owner-operator mindset, capable of moving between strategy and execution
- Proven change leader who has led enterprise-wide transformations and driven sustained adoption across functions
- Strong team builder with experience developing senior leaders and scaling global organizations
- High business judgment with the ability to balance growth, risk, and operational discipline
- Comfort operating in complex, ambiguous environments with multiple stakeholders and competing priorities
Preferred
- Experience in AI, SaaS, or data and insights businesses
- Experience scaling revenue operations in high-growth or transformation environments
- Background integrating or standardizing fragmented or acquired commercial operations
- Experience working across multiple geographies with differing regulatory or operational requirements
- Exposure to advanced analytics, forecasting models, or AI-driven sales or revenue tools
Circana Behaviors
Beyond technical skills, experience, and role-specific attributes, these shared behaviors are fundamental to our culture and success. We seek individuals who consistently demonstrate and champion these behaviors in their daily work:
- Stay Curious: Being hungry to learn and grow, always asking the big questions.
- Seek Clarity: Embracing complexity to create clarity and inspire action.
- Own the Outcome: Being accountable for decisions and taking ownership of our choices.
- Center on the Client: Relentlessly adding value for our customers.
- Be a Challenger: Never complacent, always striving for continuous improvement.
- Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect, and integrity.
- Commit to each other: Contributing to making Circana a great place to work for everyone.
Location: This position can be located in the following area(s): Remote, US
The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. An employee’s position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs. The salary range for this role is $250,000 - $290,000 USD. This role is also eligible for bonus pay.
We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
An offer of employment may be conditional upon successful completion of a background check in accordance with local legislation and our candidate privacy notice. Your current employer will not be contacted without your permission.
You can apply for this role through the Circana careers website or Intranet site for internal candidates. This role is subject to AI-assisted screening. Circana uses artificial intelligence (AI) to assess resumes for alignment with job requirements by helping locate details in resumes that relate to the job description.
This position is expected to remain open for approximately 30 days and may close earlier if sufficient qualified candidates are identified.
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This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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