Vice president, public sector strategy & operations

At OneStream, we're on a mission to empower every Finance organization and professional to exceed their potential. Our global teams span continents, cultures, and time zones, united by a shared purpose as we build the operating system for modern Finance and help organizations move with greater speed, clarity, and confidence.

That mission comes to life through our people. Behind every innovation, customer success, and milestone are talented people working together to make a difference. That's why we're looking for people who are bold enough to think big, authentic in how they lead and collaborate, curious about what's possible, and committed to delivering results.

Want a closer look before you apply? Explore our Careers site to learn more about our people, culture, and benefits.

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.
• 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.

Revenue Support & GTM Execution

• 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.

Operating Model & Business Performance

• 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.

Lifecycle & Cross-Functional Alignment

• 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.

Compliance & Regulatory Leadership

• 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.

Leadership & Cross-Functional Alignment

• 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.

Executive Representation & Industry Presence

• 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.

Required Education and Experience

• 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.

Preferred Education and Experience

• 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.

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.
• Proven ability to convene, orchestrate, and drive alignment across senior stakeholders without direct authority, acting as a trusted enterprise integrator.
• Strong operating model mindset, with experience establishing structure, governance, and execution discipline in environments where the function or capability is still being built.
• Exceptional 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.
• Demonstrated capability to operate effectively in ambiguity, balancing pace with rigor and making sound judgment calls in evolving environments.
• High level of personal accountability, credibility, and discretion, with the confidence to challenge assumptions constructively and influence outcomes at senior levels.
• Strong people leadership capability, including building, developing, and retaining high-performing teams that scale with organizational maturity.
• Collaborative 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%.

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.
• Dental & Vision Insurance.
• Life Insurance.
• Short & Long Term Disability.
• Vacation Time.
• Paid Holidays.
• Professional Development.
• Retirement Plan.

#LI-REMOTE #LI-JB1

Total compensation is based on experience, skills, and location using objective, job-related criteria. Additional variable compensation and benefits may apply.

Gross annual base salary $229,000—$297,500 USD

All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.

OneStream Software is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable local laws, regulations, and ordinances.

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