Vice President, Revenue Operations

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.