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CI Vision, Strategy, and Field Operating Model

• Define and own the Customer Intelligence (CI) North Star for the field, establishing clear standards for what the organization inspects, coaches, automates, and measures.
• Design, implement, and govern the CI operating model, including conversation taxonomy and tagging standards, call quality and methodology scorecards, inspection cadences for managers and leaders, and “what good looks like” call libraries.
• Establish and scale a Voice of the Customer (VOC) strategy that systematically feeds insights back into Sales, Product, Marketing, and Leadership.
• Build and maintain executive-ready, out-of-the-box dashboards that provide visibility across lines of business and senior leadership.
• Serve as the real-world enforcement layer of the company’s sales methodology, ensuring consistent execution of discovery, mutual plans, objection handling, and next-step rigor across the field.

AI + CI Workflow and Automation Strategy

• Partner closely with AI and Product teams to define and deliver AI-first workflows where CI insights directly drive seller and manager execution.
• Enable automation across critical workflows, including call summaries and follow-ups, CRM hygiene and activity capture, deal risk identification, and proactive intervention signals.
• Influence and help shape the roadmap for agentic and assistive AI related to revenue conversations, with a focus on reducing seller’s cognitive load while increasing consistency, signal quality, and execution accuracy.

Coaching, Enablement, and Field Behavior Change

• Equip frontline managers with CI-powered coaching systems that drive behavior change, not just tooling, including weekly inspection views, rep-level performance trend analysis, and deal-specific coaching interventions.
• Partner with Enablement to translate CI insights into scalable, field-ready assets such as talk-track standards, objection-handling frameworks, and persona-based messaging guidance.
• Identify, codify, and operationalize top-performing behaviors to scale across all sellers and build repeatable programs that raise performance standards across segments and roles.

Deal Health, Forecast Signal, and Executive Insight

• Operationalize CI as a critical input into deal health assessment, stage progression confidence, forecast inspection, and risk mitigation.
• Deliver executive-ready insights that explain why deals win or stall, surface competitive narratives heard in the field, and identify messaging patterns correlated to conversion.
• Partner with Product to shape outcomes-based insights and offerings, defining how detected signals trigger downstream actions, workflows, or recommendations.
• Close the loop between conversation behavior and revenue outcomes, strengthening forecast confidence and executive decision-making.

Cross-Functional Leadership

• Serve as the CI authority across Sales, Sales Consulting, Rev Ops, Enablement, Marketing, and Product.
• Influence without authority by setting clear standards and operating principles, driving adoption through value rather than enforcement.
• Represent the field’s needs and realities in Product and AI strategy discussions, ensuring solutions are grounded in real-world execution.

What It Takes to Be Successful:

• Success in this role is defined by the ability to operationalize CI into consistent field execution and measurable revenue impact.
• First 90 Days: CI strategy and field operating model defined, aligned, and socialized. Baseline adoption, quality, and inspection metrics established.
• Within 6 Months: CI inspection and coaching embedded into frontline manager rhythms. Clear leading indicators established linking conversation behavior to pipeline movement and deal quality.
• Within 12 Months: Demonstrated, CI-attributable improvement in at least two key performance metrics, including win rate, deal cycle time, stage conversion, ramp time, and forecast accuracy.

Our Vision of You:

• 7+ years in Sales Strategy, Revenue Operations, Enablement, Solutions Consulting leadership, or Revenue Intelligence roles + customer-facing experience
• Deep hands-on experience with Conversational Intelligence / Revenue Intelligence platforms
• Strong understanding of modern AI concepts and practical application in GTM workflows
• Fluency in enterprise sales methodologies and inspection models
• Experience designing CI programs at scale
• Background partnering with Product, Data, or AI teams
• Prior ownership of cross-functional operating models

164000 - 207000 USD a year