Vice President of Revenue Operations

Vice President, Revenue Operations (RevOps)

Location: Austin, TX

Reports to: Executive Team

Travel: Occasional travel to quarterly leadership meetings

Compensation: Base + Performance Bonus + Equity

The Opportunity

We are seeking a Vice President of Revenue Operations with a deep background in B2G selling to bring discipline, visibility, and decision support to a messy, non-linear, multi-stakeholder public-sector buying process. This leader owns the systems, processes, and analytics that drive forecast quality, pipeline transparency, and clear field direction.

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 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.
• 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.