Vice President, Public Sector GTM & Operations

Vice President, Public Sector GTM & Operations

Location: Remote, United States

Employment Type: Full-Time

Benefits Offered: Vision, Medical, Life, Dental, 401K

Gross Annual Base Salary: USD ,000

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

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.

• 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 One Stream 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 guide the product roadmap and go-to-market strategies.
  • 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 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.

• Bachelor's 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,…