The Revenue Layer · Jen Viens

Fractional CRO.
Advisor.
Operator.

Former IBM Vice President and Global Managing Director and former Microsoft alliances leader, now leading revenue, pricing, partner strategy, and go-to-market for enterprise AI and technology companies.

I work as a fractional CRO for companies that need a revenue leader in the seat now, and as an advisor to founders, CEOs, investors, and boards. I bring an operator's perspective to both, helping leaders translate strategy into measurable business outcomes.

My experience spans enterprise software, AI, cloud, data, consulting, and managed services, across financial services, healthcare and life sciences, and the public sector.

Jen Viens
"

I've built businesses, led global teams, and helped organizations navigate what's next. Through The Revenue Layer, I bring that executive leadership to companies building the revenue engine for enterprise AI.

Jen

I work with founders, CEOs, boards, and growth leaders who need someone who has built and operated businesses, not just advised them.

Fractional CRO Services

What I lead as your fractional CRO

For AI and technology companies that already have the product, I lead the revenue engine around it, from the sales organization and partner ecosystem to the commercial model that turns complex buying decisions into production growth.

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Fractional CRO

Revenue leadership on a retainer: the plan, the forecast, pipeline reviews, and the team, run alongside the CEO until the full-time seat is filled or the business is ready for one.

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Building Revenue Organizations

Stand up new sales functions from scratch: hiring, territory and comp design, and the operating cadence that turns a team into a revenue engine.

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Pricing & Deal Structure

Pricing and packaging for AI and platform offers, including consumption and outcome-based models, plus proposal design and review on the pursuits that matter.

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Partners, Co-Sell & Marketplace

GSI, SI, ISV, VAR, and hyperscaler partnerships, co-sell programs, and marketplace motions, structured so both sides get credit and the client gets the outcome.

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Go-to-Market & Vertical Strategy

Which markets, buyers, and verticals come first, how regulated enterprises buy and license, and the message and motion that fit each one.

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AI Commercialization

Moving an AI offer from pilot to production, with the commercial model, the delivery bridge, and the expansion path built in before the first transaction.

How we work together

Three ways to engage

Every engagement is framed around the three outcomes the business needs in the next 90 days, then sized to the work.

Ongoing

Fractional CRO

A monthly retainer with a three-month initial term, scoped by hours or volume each month, for companies that need a revenue leader in the seat now.

Two to six weeks

Focused Sprint

One problem taken end to end: a pricing model, a partner program, a sales performance reset, or a proposal that has to win.

One to two hours

Advisory Session

A working session for founders, executive teams, and investors on market direction, buyers, pricing, or go-to-market.

How an engagement starts
  1. Outcomes

    We agree on the top three outcomes for the next 90 days.

  2. Scope

    We set the work against those outcomes: pricing, go-to-market, vertical strategy, partner design, proposal and concept review, and introductions.

  3. Cadence

    We fix the hours or volume each month so the work has a rhythm your team can plan around.

  4. Retainer

    Billed monthly in advance, with a three-month initial term for fractional CRO work.

Who it's for
  • AI-native and growth-stage technology companies building their enterprise sales and partner motions
  • Established platforms moving into financial services, healthcare and life sciences, or the public sector
  • Investors and operating partners who need revenue leadership in a portfolio company
Recent engagements
  • Partner strategy, ecosystem structure, and pricing for AI go-to-market at technology and AI platform companies
  • A business case for AI inference against an enterprise's legacy estate: placement, cost economics, and the path to production
  • Working sessions with founders, investors, and global firms on AI and quantum markets, verticals, and how enterprises buy
Revenue Leadership
Owned the sales number at the executive level, across direct and partner sales
Partner Ecosystems
Hyperscalers, global systems integrators, ISVs, and channel
Global Teams
Built, led, and scaled across multiple countries
Regulated Industries
Financial services, healthcare and life sciences, and the public sector

Let's build what's next.

Whether you need a revenue leader in the seat, a pricing or partner model, or a second opinion on go-to-market, I'd welcome a conversation.

Get in touch with Jen →
Executive Advisory

Advisory for founders, CEOs, investors, and boards

Drawing on leadership experience across IBM and Microsoft, I advise on growth strategy, revenue acceleration, strategic partnerships, AI modernization, and business transformation, helping leaders turn strategy into measurable business outcomes.

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Market & Go-to-Market Sessions

Working sessions on where the technology is going, which verticals to enter, how enterprises buy and license, how workflows compare, and how an offer stacks up across the market, not just against one vendor.

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Strategic Partnerships & Ecosystems

I advise on ISV and channel partnership strategy, alliance structuring, ecosystem development, and co-sell motions built on direct experience creating multi-billion-dollar partner growth.

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AI, Cloud & Modernization

I help organizations move beyond pilots toward scalable AI, cloud, and modernization strategies that deliver measurable business outcomes.

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Executive Advisory & Board Support

I provide governance-informed operating perspective for founders, CEOs, investors, and boards navigating growth, transformation, modernization, and organizational scale.

See full Board & Governance →
Perspectives that drive results

Insights

Writing on AI, modernization, and enterprise growth, drawn from operating inside the most regulated, complex environments in healthcare, public sector, and technology.

The commercial question

Capability gets attention.
Commitment moves the deal.

Executive Framework · July 2026

The Revenue System for Enterprise AI

How CROs and sales leaders convert complex buying decisions into production growth.

AI has not replaced the fundamentals of complex enterprise selling. It has shortened the window in which sponsorship, ownership, funded alignment, and success criteria must become visible. Capability creates attention fast; commitment is what moves the deal. This paper gives CROs and sales leaders an operating response: forecast on resolved customer decisions rather than demonstrations, design coverage around the buying group, and move scarce technical and executive resources toward the opportunities where commitment is forming.

  • Six decisions inside every AI sale: fit, return, form, governance, build or buy, placement
  • Forecast on resolved customer decisions, not demonstrations
  • Coverage designed around the buying group, not titles
  • Forward deployed resources aimed at a named uncertainty
  • A ninety-day CRO operating test
The successor question

Where should the application run?
Now: where should intelligence run?

Executive Framework · July 2026

The Inference Placement Framework

An executive framework for placing AI reasoning across the enterprise.

For three decades, enterprise architecture answered one question: where should the application run? AI adds a second, and it is harder. This framework answers it at the level of each consequential inference step, not the model and not the platform, so the answer follows the decision the business needs to make. Score that decision on nine dimensions, place it deliberately across four environments, and govern the whole portfolio through one gateway.

  • The inference step as the unit of placement
  • Nine executive questions for every decision
  • A four-position spectrum, commercial cloud to edge
  • One gateway governing the whole portfolio
  • A thirty-minute exercise to map your gaps
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Growth & Commercialization

AI Doesn't Change How Deals Get Done

The fundamentals still decide everything: sponsorship, ownership, alignment to a funded initiative. What's different is when those have to show up, and how fast.

View on LinkedIn →
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AI & Modernization

AI Is Accelerating Modernization, Not Waiting for It

One of the biggest misconceptions in enterprise AI is that companies must fully modernize before they can operationalize it at scale. The enterprises moving fastest are doing the opposite.

View on LinkedIn →
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AI & Enterprise Value

Turning AI Investment Into Business Value

The challenge is no longer adopting AI. It is turning AI investment into measurable business value at scale.

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AI & Modernization

The Future Is Not Plug-and-Play. Partner-and-Build.

Legacy systems are often the gating factor to scalable cloud and AI transformation. Translation alone is not transformation. Modernization still requires governed data and disciplined execution.

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Healthcare & Life Sciences

Not Discovering the Next Cure. Delivering the Ones We Have.

One of the most important opportunities for AI in healthcare may not be discovering the next cure. It may be making sure the cures we already have actually reach patients.

View on LinkedIn →
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Healthcare & Life Sciences

AI in Life Sciences Is Entering a Different Phase

The Novo Nordisk and AWS partnership caught my attention, not simply because of the technology, but because of what it signals. AI is moving deeper into how life sciences companies actually operate. Their work connects genomic, imaging, and clinical data so insights from early research can help inform clinical trial design, and they are already reporting reduced clinical documentation time and AI use by more than 25,000 employees.

View on LinkedIn →
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Healthcare & Life Sciences

In Clinical Development, the Collapse of Waiting Time

The FDA is moving toward real-time clinical trials, where selected safety and efficacy signals can be reviewed as a study progresses rather than after months of data preparation, reconciliation, and submission. That changes more than regulatory workflow. It changes the value of the entire clinical-development infrastructure.

View on LinkedIn →
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Healthcare & Life Sciences

Health Context Is Not a Destination. It Is Ambient.

OpenAI's Health launch lets users connect Apple Health and supported medical records, so ChatGPT can draw on medications, labs, recent visits, sleep, and activity in context. Among early users with access, more than 70% of health-related conversations happened outside the dedicated Health experience.

View on LinkedIn →
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Healthcare & Life Sciences

AI May Become the Catalyst for Healthcare Modernization

Legacy infrastructure and fragmented data have made large-scale transformation difficult for years. AI is starting to change that dynamic, by compressing modernization timelines, not just adding a new layer.

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Healthcare & Life Sciences

The Next Chapter of AI in Healthcare & Life Sciences

Healthcare and life sciences are entering a new phase, where connected operations, trusted data, and AI can improve how regulated organizations run, respond, and scale.

Speaking & Media

On camera

Short perspectives on outcomes, execution, and leadership, recorded across recent speaking engagements.

Why Enterprise Transformation FailsTransformation succeeds when organizations stay focused on measurable results rather than activity alone.
Execution Is a Leadership DisciplineExecution creates momentum. Leaders who move forward, learn quickly, and adapt through action consistently outperform those waiting for perfect information.
Why Leaders Never Stop LearningJen discusses lifelong learning as part of the "No One Tells You" series with Laura Massetti, founder of Real Work Ready. View on LinkedIn →
About
Jen Viens

I've spent my career in executive leadership roles across some of the world's largest software, cloud, AI, and technology companies, with accountability for global business lines, strategic alliances, revenue growth, and the teams and operating models behind them.

My work has centered on the hardest challenges in enterprise growth: platform modernization, cloud adoption, SaaS transformation, ecosystem development, and large-scale go-to-market execution.

I founded The Revenue Layer to bring that experience to companies as a fractional CRO and advisor, leading the revenue, pricing, partner, and go-to-market work directly with founders, CEOs, and their teams.

Founding my own venture sharpened how I operate. I raised capital, made product and market decisions, pursued customers, and took direct responsibility for outcomes. That entrepreneurial mindset continues to shape how I build organizations, accelerate growth, and lead through transformation.

Practical AI Leadership

I actively work with frontier AI platforms, models, agents, and deployment approaches to understand how organizations can operationalize AI within customer workflows, commercial processes, and enterprise operations.

My experience spans both enterprise AI and today's frontier AI ecosystem, including OpenAI, Anthropic, Gemini, Perplexity, enterprise AI platforms, and AI-enabled business transformation initiatives. I focus on translating AI capability into productivity gains, revenue growth, workflow automation, sales acceleration, executive decision support, and measurable business outcomes.

I closely follow emerging AI deployment models, including forward-deployed approaches that embed AI directly into customer workflows, operating environments, and business processes. As frontier models continue to commoditize, sustainable competitive advantage is increasingly determined by deployment, orchestration, proprietary data, adoption, and execution.

The future of enterprise AI will be defined less by model innovation and more by deployment, workflow integration, governance, and execution.

Over the course of my career, I've built sales and partner organizations from the ground up, defining the structure, talent, operating cadence, and ecosystem strategy required to scale businesses from fragmented to formidable.

I have spent my career building and leading growth organizations across enterprise software, cloud, AI, and strategic partnerships. From go-to-market strategy and revenue growth to ecosystem development and business transformation, I help organizations turn ambitious growth objectives into measurable business outcomes.

What I bring to advisory work is the judgment that comes from having run these organizations, not simply studied them. That's operator experience, not theory.

Board & Governance

Operator judgment, formal governance training

For boards, founders, and CEOs who need more than a sounding board: someone who has actually built and run the business.

I bring board-level judgment shaped by both formal training and direct operating experience, the combination boards increasingly seek in directors and advisors who can do more than ask good questions.

I'm Wharton-certified in corporate governance and bring experience spanning growth strategy, AI and technology oversight, partnerships and ecosystems, talent and leadership development, and organizational transformation.

I see particular value for growth-stage and technology companies building commercial scale, as well as boards overseeing growth, modernization, partnerships, risk, and transformation.

I welcome conversations with companies, founders, investors, and nominating committees seeking a director or advisor who combines governance discipline, operating depth, and a practical understanding of how organizations scale, transform, and create lasting value.

Governance & Operating Experience
  • Wharton Certified in Corporate Governance
  • Columbia M&A Program
  • Former IBM Vice President and Global Managing Director, Global Industry Sales
  • Global alliances leadership at Microsoft
  • Executive leadership across financial services, healthcare and life sciences, public sector, AI, cloud, and enterprise technology
  • Experience supporting growth, partnerships, transformation, and operating model development
Get in touch

Let's build what's next.

Open to fractional CRO engagements, advisory work, and board conversations with leaders in enterprise AI, technology, and regulated industries.