Vice President, Regional Sales (West)

BusPatrol • Austin, TX

1d

About The Position

BusPatrol is seeking a Vice President of Regional Sales to drive revenue in a complex, multi-stakeholder public-sector buying environment. The role primarily owns the company’s largest and most strategic opportunities, personally selling, closing, and maintaining major accounts. A smaller, focused portion of the role supports Account Executives with strategic guidance, deal intelligence, and operational support for smaller accounts.

The position is based in Austin, Texas, and reports to the Executive Team. The Vice President will execute the Chief Revenue Officer’s strategic direction to expand the territory, build major-account pipeline, navigate public-sector procurement, and grow revenue across enterprise accounts.

BusPatrol is a mission-driven technology company focused on school bus safety. Its AI-powered cameras, cloud-based data management, and integrated software platform help school districts, municipalities, and law enforcement capture and process stop-arm violations. The company serves more than 350 school districts and nearly 2 million students across 30,000 buses.

Requirements

• 12+ years of strategic sales or Revenue Operations leadership in B2G, GovTech, public safety, or another regulated, multi-stakeholder environment.
• A strong record of personally closing and maintaining complex, non-linear public-sector deals involving procurement, elected officials, school districts, or law enforcement.
• Ability to focus primarily on major enterprise deals while balancing targeted operational support and mentorship for an Account Executive team.
• Working knowledge of Salesforce, CPQ, BI tools such as Tableau or Looker, and modern Revenue Operations tools such as Clari.
• Excellent executive communication and cross-functional collaboration skills, with a bias toward measurable outcomes.
• Direct experience with stop-arm camera safety programs, violator-funded enforcement, or closely related industry models.

Nice To Haves

• Experience with school transportation or smart city safety infrastructure.
• Experience with OEM- or partner-integrated sales motions, including VARs, integrators, or transit agencies.
• Familiarity with public-sector pricing, cooperative contracts such as TIPS, and legislative or grant-based funding mechanisms.

Responsibilities

• Lead end-to-end sales cycles for the company’s largest and most complex accounts, with primary responsibility for selling, closing, and long-term account retention.
• Navigate public-sector procurement processes, including piggybacks, RFPs, cooperative contracts, board votes, and direct awards, to secure major contracts.
• Execute the Chief Revenue Officer’s strategic direction to expand the territory, enter regional markets, and drive large-scale adoption.
• Prospect, identify, and qualify new major accounts, building a pipeline of high-value enterprise opportunities.
• Build and maintain relationships with decision-makers at municipalities, school districts, and law enforcement agencies.
• Own forecasting and pipeline strategy for major accounts, establishing stage criteria based on genuine stakeholder alignment.
• Increase revenue within enterprise accounts through conversion, shorter sales cycles, and pricing discipline.
• Advise Account Executives by translating data and major-account best practices into actionable field guidance.
• Provide targeted support and operational leadership on smaller accounts, including stage validation, CRM hygiene, and cross-functional workflows.

Benefits

• Competitive salary and benefits package.
• Unlimited PTO.
• Purpose-driven career focused on protecting children and improving public safety.
• Opportunity to participate in a culture of safety, learning, and teamwork.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed