VP, Revenue Operations

CAI 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.

With 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.

CAI 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.

This 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.

CAI 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.

The 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.

• Champion AI and automation across Rev Ops — pipeline analysis, forecasting, lead scoring, reporting, and workflow automation.
• Identify high-friction, manual processes and replace them with intelligent, scalable solutions.
• Evaluate and deploy AI-native tools that boost seller productivity and reduce operational overhead.
• Build a culture where the team defaults to automation before headcount.
• Own the end-to-end sales process: lead management, pipeline governance, and stage progression — continuously optimizing at every stage.

• Partner with the CRO and Sales Leadership on territory design, resource allocation, quota setting, and capacity modeling.
• Own the annual and quarterly sales planning cycle, ensuring team goals align tightly to business objectives.
• Develop, track, and manage KPIs across the sales organization; lead performance forecasting.
• Own end-to-end design, documentation, and governance of sales compensation plans, ensuring alignment with company strategy and quota targets.
• Partner with Finance, HR, and Sales Leadership to model plan economics, pay mix, and payout curves before rollout.
• Manage annual plan distribution and rep-level acknowledgment, plus communication of any mid-year plan changes.
• Own compensation calculation, validation, and payout processing in partnership with Finance and Payroll, ensuring accuracy and on-time payment.
• Field and resolve compensation disputes and inquiries, maintaining clear documentation and audit trails.
• Evaluate compensation plan performance against desired seller behavior and recommend adjustments each planning cycle.

• Own the deal desk function, including deal structuring, non-standard pricing, and contract review approvals.
• Establish and enforce deal approval workflows and escalation paths across Sales, Finance, and Legal.
• Partner with Sales, Finance, and Legal to accelerate quote-to-cash cycle time while managing commercial risk.
• Monitor discounting, deal terms, and margin impact; provide guardrails and guidance to sales reps and…