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OneStream is seeking a Vice President of Public Sector Strategy & Operations to lead the company's go-to-market strategy and operational execution across Federal, SLED (State/Local/Education), and Higher Education segments. This is a hands-on leadership role accountable for revenue delivery, operating model design, and cross-functional execution in a complex, highly regulated environment.
Key Responsibilities:
Strategy & Market Development: Develop and execute a comprehensive public sector go-to-market strategy focused on growth and profitability. Monitor market trends, analyze competitive dynamics, and identify new public sector opportunities beyond current targets. Make data-driven decisions on strategic investments and pivots.
Revenue Support & GTM Execution: Partner with Sales leadership to drive pipeline health, conversion rates, and forecasting accuracy. Support 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 fragmentation and unclear ownership across teams. Introduce programmatic rigor across deals, contracting, and delivery. Partner with Finance on planning, forecasting, and resource prioritization.
Cross-Functional Alignment & Lifecycle Management: Ensure smooth end-to-end lifecycle from sale through implementation, renewal, and expansion. Work closely with Product, Engineering, Compliance, Customer Success, and Marketing to define public sector product requirements and go-to-market strategies. Implement best-in-class business development and account management processes.
Compliance & Regulatory Leadership: Support FedRAMP, StateRAMP, NIST, RMF, CJIS, and other compliance frameworks. Serve as executive representative for audits, regulatory engagements, third-party assessments, and security reviews in coordination with Compliance and Product teams.
Leadership & Enterprise Integration: Build, lead, and develop a high-performing public sector GTM organization. Recruit senior talent with experience in complex, regulated markets. Act as central integrator across Product, Engineering, Compliance, Cloud Operations, and Customer Success. Partner closely with Director of Public Sector Technology & Engineering on technical feasibility and delivery alignment.
Executive Representation: Represent the company to government leaders, procurement officials, system integrators, and partners. Serve as 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.
Note: 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 up to 25% may be required.
Requirements:
- Bachelor's degree in business, management, or related discipline
- 8+ years of progressive go-to-market experience in increasingly expansive roles
- Track record of attracting, managing, developing, and retaining world-class, high-performing employees and teams
- Proven executive leadership
- Strong presentation and communication skills (written and verbal)
- Exceptional planning, prioritization, and organization skills
- Proven ability to perform and deliver under tight timelines in demanding, dynamic environments
Preferred Qualifications:
- 15+ years in public sector or government contractor environments
- 8+ years Sales/GTM experience
- 5+ years strategic experience with FedRAMP, StateRAMP, NIST, RMF, CJIS, and other compliance frameworks
- Experience with Salesforce
Key Skills & Abilities:
- Enterprise-level strategic judgment with ability to translate long-term strategy into clear priorities and measurable outcomes
- Ability to convene, orchestrate, and drive alignment across senior stakeholders without direct authority
- Strong operating model mindset with experience establishing structure, governance, and execution discipline
- Exceptional executive presence and communication skills for C-Suite and Board-level audiences
- Capability to operate effectively in ambiguity, balancing pace with rigor
- High personal accountability, credibility, and discretion with confidence to challenge assumptions constructively
- Strong people leadership capability for building and retaining high-performing teams
- Collaborative leadership style fostering trust across Strategy, Finance, Product, Sales, Compliance, and GTM functions
