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Vice President, Public Sector GTM & Operations

OneStream Software · Detroit Metropolitan Area · 2 wk ago
RemoteRemoteBusiness DevelopmentFull-time

About the role

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.

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.

  • 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.

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.

  • 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%.

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