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.