Vice President, Regional Sales; West

Location: Austin, TX
Reports to: Executive Team

We are seeking a Vice President of Regional Sales who will act as a primary revenue driver in our complex, multi-stakeholder public-sector buying environment. Your overwhelming priority will be taking direct ownership of our largest, most strategic opportunities—personally selling to, closing, and maintaining major accounts. While your core mandate is driving high-value enterprise deals across the finish line, you will also dedicate a smaller, highly focused portion of your bandwidth to supporting Account Executives, providing them with the strategic guidance, deal intelligence, and operational scaffolding needed to successfully manage and close smaller accounts as needed.

• Direct Deal Ownership: Lead the end-to-end sales cycle for the company’s largest and most complex accounts, taking primary responsibility for selling, closing, and long-term account retention.

• Complex Deal Execution: Navigate multi-stakeholder public-sector procurement paths (piggybacks, RFPs, co-ops, board votes, direct awards) to personally secure major contracts.

• Territory Growth & Execution: Act on the strategic direction of the Chief Revenue Officer to aggressively expand the territory, penetrating new regional markets and driving large-scale adoption.

• Major Account Discovery: Proactively prospect, identify, and qualify net-new major accounts, building a robust pipeline of high-value enterprise opportunities from the ground up.

• Strategic Relationship Building: Cultivate and maintain deep alignment with key decision-makers across municipalities, school districts, and law enforcement agencies.

• Pipeline & Deal Intelligence: Own the forecasting and pipeline strategy for your portfolio of major accounts, defining clear stage entry/exit criteria grounded in real stakeholder alignment.

• Revenue Expansion: Identify and execute strategic levers (conversion, cycle time, pricing discipline) to expand revenue footprint within key enterprise accounts.

• Field Direction & Mentorship: Act as a strategic advisor to Account Executives by translating data and major-account best practices into actionable field direction for their portfolios.

• Targeted Deal Support: Provide occasional strategic assistance and operational leadership to the sales team on smaller accounts, helping with stage validation, CRM hygiene, and cross-functional workflows.

• 12+ years of Strategic Sales or Revenue Operations leadership in B2G, Gov Tech, public safety, or other regulated, multi-stakeholder environments.

• Elite track record of personally closing and maintaining complex, non-linear public-sector deals (e.g., procurement, elected officials, school districts, law enforcement).

• Demonstrated ability to dedicate the vast majority of your focus to driving major enterprise deals, while successfully balancing targeted operational support and mentorship for a broader AE team.

• Strong working knowledge of Salesforce, CPQ, and BI tools (e.g., Tableau, Looker), plus modern Rev Ops tools (e.g., Clari).

• Excellent executive communicator and cross-functional collaborator with a bias for measurable outcomes.

• Direct experience with stop-arm camera safety programs, violator-funded enforcement, or closely adjacent industry models.

• Experience with broader 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.

At Bus Patrol, safety isn’t just a priority — it’s our mission. As the nation’s most trusted…