Vice President, Revenue Operations

The role

This leader owns the systems, processes, and analytics that drive forecast quality, pipeline transparency, and data-driven sales enablement. They will manage forecasting, field direction, sales enablement, and sales compensation in a multi-stakeholder public-sector environment.

What you will do

• Own the forecasting model and process end-to-end
• Define and enforce stage entry/exit criteria
• Run a consistent pipeline inspection cadence with Sales leadership
• Standardize stakeholder mapping to validate stage and risk
• Encode procurement paths into Salesforce and reporting
• Turn data into field direction on focus areas
• Define engagement SLAs by deal tier and stage
• Build activity-to-outcome analytics
• Own core sales operations including CRM configuration and sales tech stack
• Translate pipeline analytics into sales plays and coaching materials

Required 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
• Deep experience with multi-constituent public-sector deals
• 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 (e.g., Tableau, Looker, Power BI)
• Strong working knowledge of modern RevOps tools (e.g., Clari)
• Excellent executive communicator and cross-functional collaborator

Nice to have

• 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

About the company

buspatrol is a company seeking a Vice President of Revenue Operations to bring discipline and visibility to a multi-stakeholder public-sector buying process.