Vice President, Public Sector GTM & Operations

Vice President Public Sector GTM & Operations

Location: Remote United States

EmploymentType: Full-Time

BenefitsOffered: Vision Medical Life Dental 401K

Gross Annual Base Salary:USD 00

Additional variable compensation and benefits may apply. Total compensation is based on experience skills and location using objective job-related criteria.

Summary

The Vice President Public Sector Go-to-Market & Operations serves as the senior business leader accountable for revenue delivery operating model design and cross-functional execution across all Public Sector segments including Federal SLED and Higher Education. This role owns the commercial engine operational model and performance cadence that enable predictable growth in a complex and highly regulated environment. The VP will develop and execute a strategic plan to capture market share build relationships with key government stakeholders and drive complex sales opportunities.

This is a hands-on leadership role responsible for building and scaling a repeatable Public Sector motion in a complex compliance-driven environment. The VP ensures alignment across Sales Product Compliance Engineering and Customer Success.

Primary Duties and Responsibilities

• Strategy
  • Develop and execute a comprehensive go-to-market strategy for the public sector focused on growth and profitability.
  • Monitor and analyze market trends in the public sector to make data-driven decisions on investments and strategy pivots.
  • Investigate justify and develop new public sector markets beyond what OneStream has targeted historically.
• Revenue Support & GTM Execution
  • Support Public Sector revenue performance including pipeline health conversion and forecasting accuracy in partnership with Sales leadership.
  • Support the sales organization in driving deal velocity in complex multi-stakeholder sales cycles.
  • Establish repeatable sales and partner motions aligned to government buying behavior.
• Operating Model & Business Performance
  • Build and implement the public sector operating model KPIs inspection mechanisms and execution rhythms.
  • Eliminate execution fragmentation and unclear ownership across teams.
  • Introduce programmatic rigor across deals contracting and delivery.
  • Partner with Finance to manage planning forecasting and resource prioritization.
• Lifecycle & Cross-Functional Alignment
  • Ensure a smooth end-to-end lifecycle from sale to implementation renewal and expansion.
  • Work closely with Product Engineering Compliance Customer Success Marketing and the VP of Public Sector Technology & Engineering to define public sector product requirements that Product and Engineering use to build and execute the product roadmap and define the associated go-to-market strategies and targets.
  • Ensure operational excellence and scalability by implementing best-in-class business development and account management processes.
• Compliance & Regulatory Leadership
  • Support FedRAMP StateRAMP NIST RMF CJIS and other compliance frameworks.
  • Act as the executive representative for audits regulatory engagements third-party assessments and security reviews as applicable in coordination with the Compliance and Product teams.
• Leadership & Cross-Functional Alignment
  • Build lead and develop a high-performing public sector GTM organization.
  • Recruit senior talent with experience in complex regulated markets.
  • Act as the central integrator across Product Engineering Compliance Cloud Operations and Customer Success.
  • Partner closely with the Director Public Sector Technology & Engineering to ensure technical feasibility compliance readiness and delivery alignment.
• Executive Representation & Industry Presence
  • Represent the company to government leaders procurement officials system integrators partners and at public sector events.
  • Serve as a senior-level executive voice in the market.
  • Identify and cultivate high-impact relationships with federal state and local government agencies; higher education administrators; government contractors; and strategic partners.

Required Education and Experience

• Bachelors degree in business management or a related discipline.
• 8 years of progressive go-to-market experience in increasingly expansive roles with a track record of attracting managing developing and retaining world-class high-performing employees and teams.
• Proven executive leadership.
• Strong presentation and communication skills both written and verbal with the ability to clearly and concisely relate ideas outcomes and impacts in relation to audience-specific familiarity and expectations.
• Exceptional planning prioritization and organization skills.
• Proven ability to perform and deliver under tight timelines in a demanding dynamic environment.

Preferred Education and Experience

• 15 years in public sector or government contractor environments.
• 8 years Sales / GTM experience.
• 5 years of strategic experience with FedRAMP StateRAMP NIST RMF CJIS and other compliance frameworks.
• Experience with Salesforce.

Knowledge Skills and Abilities

• Enterprise-level strategic judgment with the ability to translate long-term strategy into clear priorities operating cadence and measurable outcomes across functions.
• Proven ability to convene orchestrate and drive alignment across senior stakeholders without direct authority acting as a trusted enterprise integrator.
• Strong operating model mindset with experience establishing structure governance and execution discipline in environments where the function or capability is still being built.
• Exceptional executive presence and communication skills with the ability to distil complex unstructured topics into clear decision-ready insights for C-Suite and Board-level audiences.
• Demonstrated capability to operate effectively in ambiguity balancing pace with rigor and making sound judgment calls in evolving environments.
• High level of personal accountability credibility and discretion with the confidence to challenge assumptions constructively and influence outcomes at senior levels.
• Strong people leadership capability including building developing and retaining high-performing teams that scale with organizational maturity.
• Collaborative leadership style with a track record of fostering trust and partnership across Strategy Finance Product Sales Compliance and GTM functions.

Supervisory Responsibilities

This position does not have direct people management responsibility. The role operates as a senior individual contributor influencing outcomes through cross-functional leadership strategic partnership and enterprise-level coordination.

Travel

Travel requirement: Regular travel is not expected for this position but may be required up to 25%.

Required Experience:

Exec