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:

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.

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.

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.

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.

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.

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

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.

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.

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)

BusPatrol Value Proposition: Who We Are At BusPatrol, safety isn't just a priority - it's our mission. As the nation's most trusted school bus stop-arm technology solution, we serve over 350 school districts, protecting nearly 2 million students across 30,000 buses. Every day, millions of children rely on school buses to get to and from school safely, yet reckless drivers continue to put them at risk.

As a technology company with a unique focus on public safety, we use cutting-edge AI, machine learning, and telematics to improve school bus safety. Our all-in-one safety program equips school bus fleets with AI-powered cameras, cloud-based data management, and an integrated software platform to capture and process stop-arm violations. Our safety programs foster accountability and reduce dangerous driving behavior in communities across the country.

By partnering with school districts, municipalities, and law enforcement, we make safety solutions more accessible and effective, ensuring that every child's journey to and from school is as safe as possible.

What We Offer When you join BusPatrol, you are not just taking a job. You are joining a mission-driven team dedicated to making a real impact. We offer:

Competitive salary and benefits package

Unlimited PTO

A purpose-driven career, working to protect children and improve public safety

The occasion to participate in BusPatrol's culture of safety, learning, and teamwork

A team of innovators, committed to leveraging AI and smart technology for social good

Be Part of Something Bigger

We are looking for a passionate and dedicated team member to help us make roads safer. This is a meaningful opportunity to contribute to a mission-driven company that is using technology to create real change. At BusPatrol, we foster an inclusive and diverse environment built on integrity, collaboration, and innovation. If you are ready to be part of a team that is deeply committed to safety and community impact, we would love to hear from you.

Together, we can protect students, hold drivers accountable, and build a safer future for all.

We are looking for a valued member of the BusPatrol team to assist us in our quest to improve children's safety. This is an important role for us and a great opportunity for the right candidate. Our environment is inclusive, diverse, ignited, built on integrity, and deeply committed.

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.

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