--- title: 'Vice President, Revenue Operations at BusPatrol' canonical: 'https://feeny.ai/job/vice-president-revenue-operations-buspatrol-austin-yv05mw1dm9w0' type: 'job' last_seen: '2026-09-12' --- # Vice President, Revenue Operations at BusPatrol - **Company:** BusPatrol - **Location:** Austin, TX - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2026-08-23 - **Last confirmed live:** 2026-09-12 - **Apply:** https://jobs.ashbyhq.com/buspatrol/13811a61-e790-4f40-b445-bb78bf88e80e ## Job description Vice President, Revenue Operations (RevOps) Location: Austin, TX Reports to: Executive Team Travel: Occasional travel The Opportunity We are seeking a Vice President of Revenue Operations to bring discipline, visibility, and decision support to a nuanced multi-stakeholder public-sector buying process. This leader owns the systems, processes, and analytics that drive forecast quality, pipeline transparency, clear field direction, and data-driven sales enablement. ## Key Responsibilities Forecasting, Pipeline & Deal Intelligence - Own the forecasting model and process end-to-end, including forecast quality KPIs and roll-ups. - Define and enforce clear stage entry/exit criteria grounded in stakeholder alignment and procurement reality. - Run a consistent pipeline inspection cadence with Sales leadership that drives specific actions on deals and coverage. - Standardize stakeholder mapping (procurement, officials, schools, law enforcement, etc.) and use it to validate stage and risk. - Encode procurement paths (piggybacks, RFPs, co-ops, board votes, direct awards) into Salesforce and reporting. Field Direction & GTM Operations - Turn data into field direction on where reps and managers should focus (coverage, stage aging, last-touch, risk flags). - Define engagement SLAs by deal tier and stage and ensure they are surfaced and tracked in our systems. - Build “activity-to-outcome” analytics to understand what actually advances deals in our environment. - Own core sales operations: CRM (Salesforce) configuration, sales tech stack, dashboards, and territory/segment views. Sales Enablement & Data-Driven Support - Data-Informed Enablement: Translate pipeline analytics and performance data into actionable sales plays, coaching materials, and targeted enablement initiatives. - Rep Support & Training: Equip the sales team with the necessary data, systems training, and process knowledge to effectively navigate complex B2G buying cycles. - Performance Gap Analysis: Partner with sales leadership to identify skill and conversion gaps across the sales funnel, developing data-backed enablement interventions to accelerate deal velocity. Sales Compensation, Capacity & Cross-Functional Leadership - In partnership with Finance, design and administer sales compensation plans, including clear crediting rules and mechanics. - Own quota setting and capacity modeling, including new state openings and ramp assumptions. - Partner with Finance on planning and performance tracking, and with Legal on contract, risk, and compliance workflows. - Own revenue reporting and narrative for executives and the board, ensuring consistent definitions and commentary. - Identify and execute operational levers to expand revenue (conversion, cycle time, pricing discipline, coverage). ## Qualifications - 12+ years in Revenue Operations, Sales Operations, or Strategic Sales leadership in B2G, GovTech, public safety, or other regulated, multi-stakeholder environments. - Has built forecast and pipeline discipline in complex, non-linear, multi-constituent sales cycles and can describe the before/after. - Deep experience with multi-constituent public-sector deals (e.g., procurement, elected officials, school districts, law enforcement). - Demonstrated strength in: - Forecasting and pipeline analytics. - Stage and exit criteria design, stakeholder-based validation, and CRM hygiene. - Translating data into sales enablement and rep-facing support strategies. - Territory and quota design, and cross-functional GTM process leadership. - Sales compensation design and administration, including quota and capacity planning. - Strong working knowledge of Salesforce, CPQ, and BI tools (e.g., Tableau, Looker, Power BI), plus modern RevOps tools (e.g., Clari). - Excellent executive communicator and cross-functional collaborator with a bias for measurable outcomes. Bonus Points - Experience with violator-funded enforcement, school transportation, or smart city safety infrastructure. - Experience with OEM/partner-integrated motions (VARs, integrators, transit agencies). - Familiarity with public sector pricing, cooperative contracts (e.g., TIPS), and legislative or grant-based funding mechanisms. ## About BusPatrol ## Company Overview - **One-liner**: BusPatrol provides an AI-powered, fully managed school bus safety program that uses stop-arm enforcement technology to change driver behavior and protect children. - **Entity Type**: Private - **Headquarters**: Lorton, Virginia, USA - **Founded**: 2017 - **Founders**: Not publicly available from search results ## Core Business - Primary industry/industries: Public Safety Technology, EdTech (Transportation), GovTech - Target customers: School districts, municipalities, and law enforcement agencies across North America (B2G/B2B) - Mission or purpose statement: "Make the journey to and from school safer for every child." ## Products & Services - **Stop-Arm Enforcement Technology**: AI-powered cameras installed on school buses that detect and document vehicles illegally passing stopped school buses. The system captures secure video evidence that is reviewed and used to issue citations. - **Full-Fleet Smart Camera Systems**: Equips every bus in a fleet with stop-arm, interior, and 360° exterior cameras. - **Community Education Campaigns**: Public awareness and PSA campaigns designed to educate drivers and change behavior long-term. - **Data & Reporting Platform**: Real-time dashboards, monthly reports, and compliance tools that surface actionable insights for school districts and law enforcement. ## Market Standing - **Valuation**: Not disclosed - **Key Metric**: Total Funding: Not publicly available. The company operates a "violator-funded" model, meaning its programs come at no upfront cost to communities. - **Notable Investors/Partners**: Not publicly available from search results. BusPatrol states it partners with "more than 400 communities across the country." - **Growth Signals**: - Protects **2 million+** students daily. - Has modernized **40,000+** school buses. - Has installed **300,000+** cameras. - Reports that **90% of violators who receive a citation never get a second one**. - Employs **111+** people (per Built In). ## Competitive Advantages - **Violator-Funded Model**: The entire program is provided to school districts and municipalities at no upfront cost, funded entirely through the fines collected from violators. This removes the primary barrier (cost) to adoption. - **End-to-End Managed Solution**: BusPatrol is not just a camera vendor; it handles the entire program lifecycle from installation and technology to evidence review, citation processing, and community education. - **Proven Scale & Results**: With over 40,000 buses modernized and a 90% reduction in repeat offenses, the company has a strong track record and data to back its claims. - **AI-Powered Technology**: The core of their solution is advanced AI that can accurately detect violations in various weather conditions and traffic scenarios. ## Strategic Focus - **Expanding Community Partnerships**: The company is focused on growing its network of partner communities (currently 400+) across the U.S. and Canada. - **Advocacy & Awareness**: BusPatrol is actively involved in raising awareness about the dangers of illegal school bus passing and advocating for policy changes at the state and local level. - **Technology Innovation**: Continued investment in AI and telematics to improve detection accuracy, streamline evidence review, and enhance the overall safety platform. ## Why Work Here - **Mission-Driven Work**: The company’s core purpose is protecting children, offering employees a strong sense of social impact. The careers page states: "At BusPatrol, you’re part of something bigger — protecting children and making communities safer." - **Culture Pillars**: The company emphasizes four cultural pillars: **Safety**, **Excellence**, **Connection**, and **Impact**. - **Work Model**: Offers a mix of remote, hybrid, and on-site roles. Offices are located in Lorton, VA; Austin, TX; Houston, TX; Islandia, NY; Metairie, LA; and Montréal, Québec. - **Diverse Team**: The company describes its team as including "technologists, retired police officers, and teachers," indicating a multidisciplinary and diverse work environment. - **Benefits**: Comprehensive benefits package including medical/dental/vision, PTO, 401(k) and pension plans, life and disability insurance, mental health support, family and medical leave, and professional development opportunities. - **Scaled Impact**: Employees work on technology that directly impacts 2 million children daily, providing a tangible sense of accomplishment. ## Sources 1. [buspatrol.com](https://buspatrol.com/) 2. [buspatrol.com](https://buspatrol.com/about-us/) 3. [buspatrol.com](https://buspatrol.com/careers/) 4. [careers-buspatrol.icims.com](https://careers-buspatrol.icims.com/jobs/intro) 5. [builtin.com](https://builtin.com/company/buspatrol) ## Other roles at BusPatrol - [Accounts Reconciliation Analyst](https://feeny.ai/job/accounts-reconciliation-analyst-buspatrol-austin-1a90y7z44r1b) — Austin, TX - [Lead Salesforce Developer](https://feeny.ai/job/lead-salesforce-developer-buspatrol-austin-v8q3st2d5a0g) — Austin, TX - [Associate General Counsel, Commercial](https://feeny.ai/job/associate-general-counsel-commercial-buspatrol-united-states-9wmv9by1r1bz) — United States - [DevOps Engineer](https://feeny.ai/job/devops-engineer-buspatrol-austin-n201d357qndg) — Austin, TX - [Vice President, Government Relations and Public Policy](https://feeny.ai/job/vice-president-government-relations-and-public-policy-buspatrol-united-states-yz89dvxekmdz) — United States - [VP, Regional Sales - Northeast](https://feeny.ai/job/vp-regional-sales-northeast-buspatrol-united-states-fjgap6z3kyhb) — United States - [Senior Manager, Brand Communications](https://feeny.ai/job/senior-manager-brand-communications-buspatrol-united-states-cd4e9yr4x6nj) — United States - [Government Relations Manager - Northeast](https://feeny.ai/job/government-relations-manager-northeast-buspatrol-united-states-8dksea272agq) — United States - [Senior Manager, Product Marketing](https://feeny.ai/job/senior-manager-product-marketing-buspatrol-austin-pg9hba72pxd1) — Austin, TX - [Senior Software Development Engineer](https://feeny.ai/job/senior-software-development-engineer-buspatrol-austin-751nrym5fj3h) — Austin, TX