Vice President, Revenue Operations (RevOps)
Location: Austin, TX
Reports to: SVP of Sales
Travel: Occasional travel to quarterly leadership meetings
Compensation: Base + Performance Bonus + Equity
The Opportunity
We are seeking a Vice President of Revenue Operations to lead and scale the operational backbone of our revenue engine. This strategic role owns the design, implementation, and execution of systems, processes, and analytics that support a high-performance go-to-market organization across a highly regulated, public-sector space. This leader will work closely with the SVP of Sales, Legal, Finance, and Marketing to ensure predictable growth, deal excellence, and sales team readiness at a mature, established company.
Key Responsibilities
Sales Forecasting & Pipeline Management
- Own the end-to-end forecasting process, partnering with sales leadership to enforce forecast discipline, improve accuracy, and drive operational accountability.
- Build and maintain real-time pipeline visibility, stage progression analysis, and territory-level performance insights.
- Lead deal inspection reviews, bringing a data-driven lens to risk mitigation, stage validation, and close planning.
Sales Operations
- Own and optimize our CRM (Salesforce) instance and sales tech stack (Clari and Tableau), ensuring tight alignment with Sales and Marketing.
- Streamline quote-to-“cash” workflows, working closely with Legal and Finance on deal desk, contract structuring, and pricing approvals.
- Develop and manage sales performance dashboards, KPIs, and territory scorecards.
- Standardize account segmentation, territory planning, and quota setting.
Sales Enablement
- Design and lead enablement programs that reduce ramp time, improve win rates, and institutionalize best practices across the sales team.
- Oversee onboarding, certification, and training programs aligned with our consultative sales approach in the public sector.
- Partner with Marketing, Product Marketing, and Product to arm the field with value messaging, battlecards, and playbooks.
Strategic Revenue Planning
- Serve as a trusted thought partner to the SVP of Sales on revenue strategy and market expansion.
- Drive initiatives to identify new revenue streams, optimize channel economics, and support legislative or policy-driven sales motions.
- Build scalable operating cadences (QBRs, forecast calls, board prep) that align teams around revenue-critical priorities.
Cross-Functional Leadership
- Partner with Finance on annual planning, modeling, and performance tracking.
- Interface with Legal to streamline contract processes, mitigate deal risk, and ensure regulatory compliance across state and municipal deals.
- Provide executive-level visibility into the performance, health, and scalability of the revenue organization.
Qualifications
- 10–15 years of experience in Revenue Operations, Sales Operations, or Strategic Sales leadership, ideally within a high-growth B2G, GovTech, or Public Safety technology company.
- Proven success leading RevOps at a company in the $200M+ ARR range or one operating at ~$2B+ enterprise value.
- Deep experience in complex, regulated public sector sales environments, including understanding of procurement cycles, policy influence, and compliance frameworks.
- Expertise in forecasting, pipeline analytics, quota/territory design, and cross-functional GTM process leadership.
- Strong working knowledge of Salesforce, CPQ, BI tools (e.g., Tableau, Looker, or Power BI), and modern RevOps stacks.
- Excellent communicator and cross-functional collaborator, capable of influencing senior executives and driving organizational alignment.
- Highly analytical, systems-oriented thinker with a bias for operational excellence and measurable outcomes.
- Experience standing up or scaling a deal desk, pricing governance, or enterprise deal review process.
Bonus Points
- Familiarity with violator-funded enforcement models, school transportation, or smart city safety infrastructure.
- Experience supporting OEM or partner-integrated sales motions (e.g., VARs, integrators, transit agencies).
- Exposure to public sector pricing structures, cooperative contracts (e.g., TIPS), and legislative funding mechanisms.
