Vice President, Revenue Operations

BusPatrol • Austin, TX

11d • Onsite

About The Position

The Vice President of Revenue Operations brings 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. The role reports to the Executive Team, is based in Austin, Texas, and involves occasional travel.

The position oversees forecasting and pipeline processes, field and go-to-market operations, sales enablement and support, compensation and capacity planning, and revenue reporting. It partners closely with Sales leadership, Finance, and Legal to improve deal execution and revenue performance.

Requirements

• 12+ years of experience in Revenue Operations, Sales Operations, or Strategic Sales leadership in B2G, GovTech, public safety, or other regulated, multi-stakeholder environments.
• Experience building forecast and pipeline discipline in complex, non-linear, multi-constituent sales cycles, with the ability to describe the before and after.
• Deep experience with multi-constituent public-sector deals, such as procurement, elected officials, school districts, and law enforcement.
• Strength in forecasting and pipeline analytics.
• Strength in stage and exit criteria design, stakeholder-based validation, and CRM hygiene.
• Strength in translating data into sales enablement and rep-facing support strategies.
• Strength in territory and quota design and cross-functional GTM process leadership.
• Strength in sales compensation design and administration, including quota and capacity planning.
• Strong working knowledge of Salesforce, CPQ, and BI tools such as Tableau, Looker, or Power BI, as well as modern RevOps tools such as Clari.
• Excellent executive communication and cross-functional collaboration skills, with a bias for measurable outcomes.

Nice To Haves

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

Responsibilities

• Own the forecasting model and end-to-end process, including forecast quality KPIs and roll-ups.
• Define and enforce stage entry and exit criteria based on stakeholder alignment and procurement realities.
• Run a consistent pipeline inspection cadence with Sales leadership that drives specific deal and coverage actions.
• Standardize stakeholder mapping across procurement, officials, schools, law enforcement, and other stakeholders, and use it to validate stage and risk.
• Encode procurement paths, including piggybacks, RFPs, co-ops, board votes, and direct awards, into Salesforce and reporting.
• Use data to direct field focus, including coverage, stage aging, last touch, and risk flags.
• Define engagement SLAs by deal tier and stage, and ensure they are surfaced and tracked in company systems.
• Build activity-to-outcome analytics to understand which activities advance deals.
• Own core sales operations, including Salesforce configuration, the sales technology stack, dashboards, and territory and segment views.
• Translate pipeline analytics and performance data into actionable sales plays, coaching materials, and targeted enablement initiatives.
• Equip the sales team with data, systems training, and process knowledge to navigate complex B2G buying cycles.
• Partner with Sales leadership to identify skill and conversion gaps across the funnel and develop data-backed enablement interventions to accelerate deal velocity.
• Partner with Finance to design and administer sales compensation plans, including 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 the narrative for executives and the board, ensuring consistent definitions and commentary.
• Identify and execute operational levers to expand revenue, including conversion, cycle time, pricing discipline, and coverage.

What This Job Offers

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