Vice President of Commercial Operations

BusPatrol is seeking a high skilled Vice President of Commercial Operations. The VP, Commercial Operations will lead BusPatrol's Sales Enablement and RFP functions, building the operating discipline, tools, content, training, and cross-functional coordination required to scale a complex B2G commercial motion. This leader will improve seller readiness and execution and professionalizing BusPatrol's RFP engine through clear standard work, stronger workflows, quality controls, and responsible AI adoption. The role will connect Sales, RevOps, Marketing, Policy/Government Relations, Legal, Product, and Post-Sales around a consistent, measurable go-to-market system.

Responsibilities:

1. Own the Sales Enablement strategy and operating model. Establish the function's mandate, roadmap, governance, intake and prioritization process, decision rights, service levels, and annual/quarterly operating cadence in alignment with the company's commercial strategy.

1. Build the training and development architecture. Lead onboarding, continuous training, manager coaching, launch support, certification, and field reinforcement programs that improve execution in BusPatrol's complex, multi-stakeholder B2G sales environment.

1. Drive sales methodology adoption and field performance. Embed consistent sales processes, stage expectations, management routines, and practical reinforcement mechanisms that improve execution, deal progression, and seller effectiveness.

1. Create and govern the commercial content and tools system. Ensure that playbooks, stage guidance, talk tracks, battlecards, account-planning tools, stakeholder maps, state/policy guidance, CRM resources, and other field assets are practical, current, reusable, and accessible through a governed source of truth.

1. Orchestrate cross-functional GTM alignment and field feedback. Connect Sales, RevOps, Marketing, Policy/Government Relations, Legal, RFP, Product, and Post-Sales so that commercial insights, process changes, market developments, and frontline feedback are translated into coordinated enablement priorities and field support.

1. Establish and operate a commercial deal desk. Shepherd the last mile of contract execution by coordinating Sales, Legal, Finance, implementation, and installation; resolving deal-execution issues; ensuring commercial and operational readiness; and creating a smooth handoff from closed-won opportunity through delivery

1. Lead and professionalize the RFP team. Improve the quality, consistency, speed, and predictability of RFP responses through standard work, clear workflows, reusable content, response templates, content governance, effective SME coordination, quality controls, and disciplined submission management-while maintaining the team's core mandate and operating model.

1. Build competitive intelligence capability. Establish repeatable processes for competitive snapshots, account briefs, stakeholder maps, opportunity watchlists, and field-ready competitive guidance that help teams understand market dynamics, competitive posture, and account context.

1. Measure impact and drive continuous improvement. Define and manage performance measures across enablement and RFP operations, including adoption, ramp, manager usage, process adherence, stage conversion, pipeline quality, win-rate contribution, forecast confidence, RFP cycle time, response quality, reuse, and productivity.

Qualifications:

• 12+ years of progressive experience across sales enablement, commercial operations, sales leadership, Marketing, proposal/RFP operations, or a closely related function

• Demonstrated success building and scaling an enablement operating model, including sales rep onboarding, sales manager enablement, methodology adoption, content governance, certification, field reinforcement, and content performance measurement

• Experience supporting complex B2G, public-sector, GovTech, public safety, or enterprise sales motions involving multiple stakeholders, non-linear procurement, RFPs, and formal approval processes

• Proven leadership of business-to-government deal desk, proposal and/or RFP operations

• Strong cross-functional operating experience partnering with Sales, RevOps, Marketing, Policy/Government Relations, Legal, Product, and Post-Sales to turn strategy and field feedback into adopted processes, tools, and programs

• Fluency with Salesforce and commercial performance data, including pipeline hygiene, stage progression, KPI design, dashboards, and translating analysis into targeted interventions

• Experience using AI and knowledge-management tools to improve research, competitive intelligence, content creation, retrieval, standardization, reuse, and productivity

• Executive-level communication and facilitation skills, with a track record of converting ambiguity into clear priorities, owners, operating rhythms, and measurable outcomes

• Bachelor's degree required; MBA or equivalent graduate degree preferred (or equivalent practical experience)

The US salary range for this position is provided in this posting. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your Talent Partner can share more about the specific salary range for your preferred location and skill level during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, and/or commission (if applicable) or benefits.