We are seeking a Vice President of Revenue Operations to bring discipline, visibility, and decision support to a nuanced multi-stakeholder public-sector buying process. This leader owns the systems, processes, and analytics that drive forecast quality, pipeline transparency, clear field direction, and data-driven sales enablement.
Key Responsibilities
Forecasting, Pipeline & Deal Intelligence
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Own the forecasting model and process end-to-end, including forecast quality KPIs and roll-ups.
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Define and enforce clear stage entry/exit criteria grounded in stakeholder alignment and procurement reality.
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Run a consistent pipeline inspection cadence with Sales leadership that drives specific actions on deals and coverage.
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Standardize stakeholder mapping (procurement, officials, schools, law enforcement, etc.) and use it to validate stage and risk.
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Encode procurement paths (piggybacks, RFPs, co-ops, board votes, direct awards) into Salesforce and reporting.
Field Direction & GTM Operations
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Turn data into field direction on where reps and managers should focus (coverage, stage aging, last-touch, risk flags).
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Define engagement SLAs by deal tier and stage and ensure they are surfaced and tracked in our systems.
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Build “activity-to-outcome” analytics to understand what actually advances deals in our environment.
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Own core sales operations: CRM (Salesforce) configuration, sales tech stack, dashboards, and territory/segment views.
Sales Enablement & Data-Driven Support
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Data-Informed Enablement: Translate pipeline analytics and performance data into actionable sales plays, coaching materials, and targeted enablement initiatives.
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Rep Support & Training: Equip the sales team with the necessary data, systems training, and process knowledge to effectively navigate complex B2G buying cycles.
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Performance Gap Analysis: Partner with sales leadership to identify skill and conversion gaps across the sales funnel, developing data-backed enablement interventions to accelerate deal velocity.
In partnership with Finance, design and administer sales compensation plans, including clear crediting rules and mechanics.
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Own quota setting and capacity modeling, including new state openings and ramp assumptions.
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Partner with Finance on planning and performance tracking, and with Legal on contract, risk, and compliance workflows.
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Own revenue reporting and narrative for executives and the board, ensuring consistent definitions and commentary.
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Identify and execute operational levers to expand revenue (conversion, cycle time, pricing discipline, coverage).
Qualifications
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12+ years in Revenue Operations, Sales Operations, or Strategic Sales leadership in B2G, GovTech, public safety, or other regulated, multi-stakeholder environments.
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Has built forecast and pipeline discipline in complex, non-linear, multi-constituent sales cycles and can describe the before/after.
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Deep experience with multi-constituent public-sector deals (e.g., procurement, elected officials, school districts, law enforcement).
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Demonstrated strength in:
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Forecasting and pipeline analytics.
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Stage and exit criteria design, stakeholder-based validation, and CRM hygiene.
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Translating data into sales enablement and rep-facing support strategies.
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Territory and quota design, and cross-functional GTM process leadership.
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Sales compensation design and administration, including quota and capacity planning.
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Strong working knowledge of Salesforce, CPQ, and BI tools (e.g., Tableau, Looker, Power BI), plus modern RevOps tools (e.g., Clari).
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Excellent executive communicator and cross-functional collaborator with a bias for measurable outcomes.
Bonus Points
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Experience with violator-funded enforcement, school transportation, or smart city safety infrastructure.
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Experience with OEM/partner-integrated motions (VARs, integrators, transit agencies).
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Familiarity with public sector pricing, cooperative contracts (e.g., TIPS), and legislative or grant-based funding mechanisms.