Revenue Operations

• Own the firmwide transition from time-and-materials to fixed-fee pricing across service lines, offerings, and client segments
• Design fixed-fee pricing frameworks, margin floors, contingency mechanics, cost models, and value-based pricing methodologies
• Chair the Pricing Committee and operate the deal desk for non-standard pricing, discounts, margin exceptions, and complex commercial terms
• Develop and maintain commercial policy covering pricing principles, discounting, change orders, scope creep, and fixed-fee overage/underage treatment
• Build proposal and pricing tools within the Salesforce-anchored stack
• Define and own commercial KPIs, pipeline reporting, forecasting models, margin tracking, revenue analytics, and executive dashboards
• Lead quarterly and annual revenue forecasting with FP&A and deliver reporting to the Executive Committee, Board, and PE sponsors
• Govern end-to-end go-to-market processes, deal close-out records, sales plays, target account strategies, and pipeline generation
• Benchmark external pricing and commercial practices across professional services and adjacent industries
• Own the strategy and roadmap for the Salesforce, Kantata, Introhive, marketing, finance, ERP, and BI technology ecosystem
• Lead RevOps and pricing tool evaluation, implementation, integrations, API connections, and data flows
• Serve as executive sponsor for Salesforce governance, including object architecture, data model integrity, user roles, permissions, and integrations
• Lead AI-enabled commercial workflows and intelligent automation in alignment with CCC's AI Governance framework
• Assess and integrate acquired firms' pricing models, rate cards, policies, systems, and data
• Lead, mentor, and develop the Commercial Pricing and Revenue Operations team
• Partner with the CFO, co-CEOs, Head of Marketing, Sales Operations leadership, Practice Leaders, FP&A, Finance, IT, Legal, and external vendors
• Report directly to the CFO and represent the function with the ELT and other leadership forums

Revenue Operations jobs in Virginia

Senior Director, Commercial Pricing – Revenue Operations