Vice President, Public Sector GTM & Operations

Vice President, Public Sector GTM & Operations

• Posted on June 26, 2026

Locations

Showing 1 location

Birmingham, MI 48009, USA

Showing 1 location Birmingham, MI 48009, USA +3 more locations

• Remote
• Travel Required : Yes
• Full-Time
• Requisition #: VICEP

Description

Vice President, Public Sector GTM & Operations

Location: Remote, United States

Employment Type: Full-Time

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

• 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

• 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.
• 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