Note: The job is a remote job and is open to candidates in USA. OneStream Software is a company focused on transforming finance teams through their enterprise finance platform. The Vice President, Public Sector Go-to-Market & Operations is responsible for revenue delivery and operational model design across various public sector segments, ensuring alignment across multiple departments and driving growth in a regulated environment.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- 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
Skills
- 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, 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
- 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
Benefits
- Vision
- Medical
- Life
- Dental
- 401K
- Additional variable compensation and benefits may apply.
- Excellent Medical Plan.
- Dental & Vision Insurance.
- Life Insurance.
- Short & Long Term Disability.
- Vacation Time.
- Paid Holidays.
- Professional Development.
- Retirement Plan.
Company Overview