Vice President, Revenue Operations

Vice President, Revenue Operations (RevOps)

Location: Austin, TX 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.