Description Vice President, Public Sector GTM & Operations Location:

Remote, United States Employment Type:

Full-Time Benefits Offered:

Vision, Medical, Life, Dental, 401

K Gross Annual Base Salary:

USD 229,000-297,000

Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria. Summary 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. This role owns the commercial engine, operational model, and performance cadence that enable predictable growth in a complex and highly regulated environment. The VP will develop and execute a strategic plan to capture market share, build relationships with key government stakeholders, and drive complex sales opportunities. This is a hands-on leadership role responsible for building and scaling a repeatable Public Sector motion in a complex, compliance-driven environment. The VP ensures alignment across Sales, Product, Compliance, Engineering, and Customer Success. Primary Duties and Responsibilities Strategy Develop and execute a comprehensive go-to-market strategy for the public sector, focused on growth and profitability.\nMonitor and analyze market trends in the public sector to make data-driven decisions on investments and strategy pivots.\nInvestigate, justify, and develop new public sector markets beyond what OneStream has targeted historically. Revenue Support & GTM Execution Support Public Sector revenue performance, including pipeline health, conversion, and forecasting accuracy, in partnership with Sales leadership.\nSupport the sales organization in driving deal velocity in complex, multi-stakeholder sales cycles.\nEstablish 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.\nEliminate execution fragmentation and unclear ownership across teams.\nIntroduce programmatic rigor across deals, contracting, and delivery.\nPartner with Finance to manage planning, forecasting, and resource prioritization. Lifecycle & Cross-Functional Alignment Ensure a smooth end-to-end lifecycle from sale to implementation, renewal, and expansion.\nWork 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.\nEnsure operational excellence and scalability by implementing best-in-class business development and account management processes. Compliance & Regulatory Leadership Support FedRAMP, StateRAMP, NIST, RMF, CJIS, and other compliance frameworks.\nAct as the executive representative for audits, regulatory engagements, third-party assessments, and security reviews as applicable, in coordination with the Compliance and Product teams. Leadership & Cross-Functional Alignment Build, lead, and develop a high-performing public sector GTM organization.\nRecruit senior talent with experience in complex, regulated markets.\nAct as the central integrator across Product, Engineering, Compliance, Cloud Operations, and Customer Success.\nPartner closely with the Director, Public Sector Technology & Engineering to ensure technical feasibility, compliance readiness, and delivery alignment. Executive Representation & Industry Presence Represent the company to government leaders, procurement officials, system integrators, partners, and at public sector events.\nServe as a senior-level executive voice in the market.\nIdentify 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.\n8+ 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.\nProven executive leadership.\nStrong 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.\nExceptional planning, prioritization, and organization skills.\nProven 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.\n8+ years Sales / GTM experience.\n5+ years of strategic experience with FedRAMP, StateRAMP, NIST, RMF, CJIS, and other compliance frameworks.\nExperience 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.\nProven ability to convene, orchestrate, and drive alignment across senior stakeholders without direct authority, acting as a trusted enterprise integrator.\nStrong operating model mindset, with experience establishing structure, governance, and execution discipline in environments where the function or capability is still being built.\nExceptional 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.\nDemonstrated capability to operate effectively in ambiguity, balancing pace with rigor and making sound judgment calls in evolving environments.\nHigh level of personal accountability, credibility, and discretion, with the confidence to challenge assumptions constructively and influence outcomes at senior levels.\nStrong people leadership capability, including building, developing, and retaining high-performing teams that scale with organizational maturity.\nCollaborative 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%. Who We Are OneStream is how today's Finance teams can go beyond just reporting on the past and Take Finance Further by steering the business to the future. It's the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com. Why Join The OneStream Team Transparency around corporate structure, salary, and benefits.\nCore value of customer success.\nVariety of project work (not industry-specific).\nStrong culture andcamaraderie.\nMultiple training opportunities. Benefits at OneStream OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are: Excellent Medical Plan.\nDental & Vision Insurance.\nLife Insurance.\nShort & Long Term Disability.\nVacation Time.\nPaid Holidays.\nProfessional Development.\nRetirement Plan. All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship. OneStream is an Equal Opportunity Employer. #

LI-REMOTE

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