Senior Vice President, Revenue Operations and Commercial Enablement
Let’s be unstoppable together!
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 & Commercial Enablement leads Circana's global commercial operating model, driving revenue growth, seller productivity, operational excellence, and compliance across the commercial lifecycle.
As a senior executive partner to the CRO, CFO, CIO, and other key business leaders, this leader will balance growth with operational rigor, ensuring scalable processes, strong governance, and audit readiness across the commercial organization. We are seeking a hands-on operator who has built and scaled global revenue operations capabilities, improved commercial execution, and delivered measurable business outcomes within complex B2B environments. Experience in SaaS, data, analytics, insights, or AI-enabled businesses is preferred.
Key Responsibilities
Enterprise Revenue Operating Model
- Design, own, and evolve the global revenue operations operating model, ensuring clear ownership across Sales, Finance, IT, and Operations.
- Define how pipeline, pricing, contracts, orders, billing, and renewals connect into a scalable execution framework.
- Establish governance, decision rights, and escalation paths that improve accountability and reduce operational friction.
- Simplify processes and remove administrative burden from commercial teams to increase selling capacity and productivity.
Sales Growth, Productivity & Performance Management
- Enable revenue growth by improving seller productivity, simplifying sales motions, and reducing execution barriers.
- Partner with Sales Leadership to improve win rates, pipeline velocity, forecast accuracy, and overall commercial execution.
- Establish KPI frameworks and performance reporting across seller productivity, pipeline health, quota attainment, and revenue outcomes.
- Ensure consistent pipeline management, CRM adoption, and sales process discipline across the commercial organization.
Sales Compensation & Incentive Plan Design
- Lead the design, governance, and ongoing optimization of sales compensation and incentive plans.
- Partner with HR, Finance, and Sales Leadership to define pay mix, quota methodology, territory alignment, crediting rules, accelerators, and governance processes.
- Oversee incentive plan deployment, administration, payout accuracy, attainment reporting, and exception management.
- Monitor plan effectiveness, cost of sales, and business performance, recommending adjustments as needed.
Order-to-Cash Excellence
- Own the order-to-cash execution model, ensuring orders are accurate, compliant, and billing-ready.
- Reduce cycle times, manual effort, exceptions, and rework through process standardization and automation.
- Ensure strong alignment across Order Management, Billing, Revenue Accounting, and Collections.
- Drive operational excellence throughout the commercial lifecycle from contract execution through revenue realization.
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 accurate, trusted, and scalable to support selling, forecasting, reporting, and operational decision-making.
- Balance governance rigor with usability and adoption across the commercial organization.
Systems, Automation & Commercial Process Optimization
- Set the strategic roadmap for CRM, CPQ, order management, and commercial technologies.
- Prioritize investments that drive automation, improve data quality, reduce exceptions, and accelerate time to revenue.
- Ensure commercial systems evolve with business needs while maintaining operational discipline and governance.
Commercial Insights & Executive Reporting
- Develop reliable and consistent reporting across seller productivity, capacity, pipeline health, forecast accuracy, order quality, and revenue performance.
- Translate operational and commercial data into actionable insights that drive business decisions and accountability.
- Provide executive leadership with visibility into performance trends, risks, opportunities, and business outcomes.
SOX, Risk & Control Leadership
- Ensure commercial processes and systems are designed with strong governance, compliance, and control frameworks.
- Partner with Finance, Audit, and Compliance teams to define, test, and remediate key controls.
- Serve as the executive owner for audit readiness across revenue-related processes.
Leadership & Talent Development
- Lead and develop a global organization of Directors, Managers, and Analysts across Revenue Operations, Order Management, Data Governance, Contract Administration, and Commercial Operations.
- Build leadership depth, succession plans, and organizational capability across all functions.
- Establish clear operating rhythms, performance standards, and accountability measures.
Success Metrics
- Increased revenue predictability and forecast accuracy
- Improved seller productivity and reduced non-selling administrative work
- Strong pipeline management and CRM adoption
- Effective sales compensation programs aligned to business objectives
- Faster order cycle times and higher first-time-right execution
- Reduced billing, contracting, and operational errors
- Strong compliance and audit outcomes
- Increased automation and lower operational cost-to-serve
- High adoption of commercial processes, tools, 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 of experience in Revenue Operations, Sales Operations, Commercial Strategy, or related functions
- 8–10+ years of leadership experience managing large, complex global teams
- Proven ownership of enterprise revenue operations across the commercial lifecycle
- Deep experience designing, implementing, and managing sales compensation and incentive programs
- Demonstrated success improving seller productivity, pipeline performance, and commercial execution
- Strong knowledge of order-to-cash processes, commercial operations, and revenue-related workflows
- Experience leading CRM strategy, governance, and data quality initiatives
- Hands-on experience with Salesforce, CPQ, and related commercial technologies
- Strong financial acumen, including forecasting, pricing, revenue quality, and cost-of-sales considerations
- Experience operating within SOX-controlled environments and partnering with Audit, Finance, and Compliance teams
- Proven ability to lead enterprise transformation efforts and drive adoption across complex stakeholder groups
- Strong executive presence with the ability to influence senior commercial, finance, and technology 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 (Central or Eastern time zones preferred)
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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