Vice President, Revenue Operations

Vice President, Revenue Operations (RevOps)

Location: Remote to start - Must relocate to Austin, TX within 1 year
Reports to: Executive Team
Travel: Occasional travel

The Opportunity

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

• Own the forecasting model and process end-to-end, including forecast quality KPIs and roll-ups.

• Define and enforce clear stage entry/exit criteria grounded in stakeholder alignment and procurement reality.

• Run a consistent pipeline inspection cadence with Sales leadership that drives specific actions on deals and coverage.

• Standardize stakeholder mapping (procurement, officials, schools, law enforcement, etc.) and use it to validate stage and risk.

• Encode procurement paths (piggybacks, RFPs, co-ops, board votes, direct awards) into Salesforce and reporting.

Field Direction & GTM Operations

• Turn data into field direction on where reps and managers should focus (coverage, stage aging, last-touch, risk flags).

• Define engagement SLAs by deal tier and stage and ensure they are surfaced and tracked in our systems.

• Build “activity-to-outcome” analytics to understand what actually advances deals in our environment.

• Own core sales operations: CRM (Salesforce) configuration, sales tech stack, dashboards, and territory/segment views.

Sales Enablement & Data-Driven Support

• Data-Informed Enablement: Translate pipeline analytics and performance data into actionable sales plays, coaching materials, and targeted enablement initiatives.

• Rep Support & Training: Equip the sales team with the necessary data, systems training, and process knowledge to effectively navigate complex B2G buying cycles.

• 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.

Sales Compensation, Capacity & Cross-Functional Leadership

• In partnership with Finance, design and administer sales compensation plans, including clear crediting rules and mechanics.

• Own quota setting and capacity modeling, including new state openings and ramp assumptions.

• Partner with Finance on planning and performance tracking, and with Legal on contract, risk, and compliance workflows.

• Own revenue reporting and narrative for executives and the board, ensuring consistent definitions and commentary.

• Identify and execute operational levers to expand revenue (conversion, cycle time, pricing discipline, coverage).

Qualifications

• 12+ years in Revenue Operations, Sales Operations, or Strategic Sales leadership in B2G, GovTech, public safety, or other regulated, multi-stakeholder environments.

• Has built forecast and pipeline discipline in complex, non-linear, multi-constituent sales cycles and can describe the before/after.

• Deep experience with multi-constituent public-sector deals (e.g., procurement, elected officials, school districts, law enforcement).

• Demonstrated strength in:

  • Forecasting and pipeline analytics.

  • Stage and exit criteria design, stakeholder-based validation, and CRM hygiene.

  • Translating data into sales enablement and rep-facing support strategies.

  • Territory and quota design, and cross-functional GTM process leadership.

  • Sales compensation design and administration, including quota and capacity planning.

• Strong working knowledge of Salesforce, CPQ, and BI tools (e.g., Tableau, Looker, Power BI), plus modern RevOps tools (e.g., Clari).

• Excellent executive communicator and cross-functional collaborator with a bias for measurable outcomes.

Bonus Points

• Experience with violator-funded enforcement, school transportation, or smart city safety infrastructure.

• Experience with OEM/partner-integrated motions (VARs, integrators, transit agencies).

• Familiarity with public sector pricing, cooperative contracts (e.g., TIPS), and legislative or grant-based funding mechanisms.