Remote-First VP of Revenue Operations

buspatrol.com; United States; Remote; USD 210,000 - 320,000; Full time

Job summary

BusPatrol is seeking a Vice President of Revenue Operations to bring disciplined forecasting, pipeline visibility, and data‑driven sales enablement to our multi‑stakeholder public sector GTM.

This remote‑to‑start role requires relocation to Austin, TX within a year, and leads CRM configuration (Salesforce/CPQ), dashboards, and cross‑functional processes that accelerate deal velocity across government buyers.

Qualifications

• 12+ years in Revenue Operations or Sales Operations in B2G or GovTech.
• Experience building forecast and pipeline discipline in complex multi-stakeholder cycles.
• Deep experience with public-sector deals (procurement, officials, districts, law enforcement).
• Strong forecasting and pipeline analytics.
• CRM hygiene and stage design with stakeholder validation.
• Translating data into sales enablement and rep-facing support.
• Territory and quota design; cross-functional GTM process leadership.
• Sales compensation design including quota and capacity planning.
• Proficient with Salesforce, CPQ, BI tools (Tableau/Looker/Power BI), RevOps tools like Clari.
• Excellent executive communicator and cross-functional collaborator.

Responsibilities

• Own the forecasting model end-to-end with forecast quality KPIs.
• Define stage entry/exit criteria grounded in procurement reality.
• Run pipeline inspections with Sales leadership to drive actions.
• Standardize stakeholder mapping for validation of stage and risk.
• Encode procurement paths into Salesforce and reporting.
• Translate data into field direction on focus areas.
• Define engagement SLAs by deal tier and stage.
• Build activity-to-outcome analytics to advance deals.
• Own CRM configuration, sales tech stack, dashboards, and territory views.
• Data-informed enablement: create plays and coaching materials.
• Provide data/systems training to reps.
• Identify skill gaps; design enablement interventions.
• Design and administer sales compensation with clear crediting.
• Own quota setting and capacity modeling.
• Collaborate with Finance on planning and with Legal on contracts.
• Own revenue reporting and executive narration.
• Identify operational levers to expand revenue.

Tools

Salesforce

CPQ

Tableau

Power BI

Looker

Clari

Job description

BusPatrol is seeking a Vice President of Revenue Operations to bring disciplined forecasting, pipeline visibility, and data‑driven sales enablement to our multi‑stakeholder public sector GTM.

This remote‑to‑start role requires relocation to Austin, TX within a year, and leads CRM configuration (Salesforce/CPQ), dashboards, and cross‑functional processes that accelerate deal velocity across government buyers.