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.

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.

Vice President, Revenue Operations

Responsibilities

Qualification

Required

Preferred

Company

Buspatrol

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