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.