Vice President, 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

Vice President, Revenue Operations (RevOps)

Location: Remote to start - Must relocate to Austin, TX within 1 year
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.