[Remote] Vice President, Public Sector GTM & Operations

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.

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