Revenue Operations Business Partner

We’re looking for a Public Sector Revenue Operations Business Partner to serve as a strategic advisor and operator for Procore’s Public Sector Sales leadership team. In this role, you will partner closely with Public Sector sales leaders to influence outcomes across complex, compliance-driven revenue motions and help scale a durable, high-integrity, and data-driven Public Sector business.

This role requires deep experience navigating Federal and SLED sales motions, including indirect fulfillment, partner-led deals, and government-specific procurement and compliance requirements. You will bring strong operating discipline, analytical rigor, and executive-level judgment to drive system, process, and operating model improvements in partnership with cross-functional teams.

PS is $20 M Bookings business, with 78% growth YOY, the selling and support headcount is around 80, this role is the right hand person for the sales leader. 2 New Motions in place - Procore for Gov, heightened focus on healthcare and also leveraging new features in Owners. This business has a significant runway and at  the end of 2027 should be a $100 M run rate business and 2026 is a pivotal year.

This position reports to the Sr Director, NAMER Revenue Operations Business Partners.

• Partner with Public Sector Sales leadership to manage core operating rhythms, including territory design, capacity planning, pipeline inspection, forecasting discipline, and CRM accuracy across Federal and SLED segments.

• Serve as a strategic advisor to the General Manager, leading execution of complex go-to-market strategy, planning, and operations initiatives. Build trusted relationships across Public Sector leadership to enable strong coordination, alignment, and accountability.

• This role includes participation in select leadership, customer, and industry engagements at the discretion of the General Manager and senior leadership. Expected travel includes 4–5 major conferences annually, quarterly in-person leadership meetings (excluding Q4), and 4–5 strategic customer account planning sessions. Consistent visibility and active participation in these engagements is essential.

• Analyze performance across Public Sector-specific metrics including Total New, NNARR, GRR, pipeline coverage, win rates, cycle times, renewals, and expansion and have strong forecast accuracy around them

• Support annual and quarterly planning cycles including segmentation, territory and coverage models, quota setting, capacity planning, and partner coverage strategy.

• Ensure executional rigor and compliance across Salesforce, account ownership, opportunity management, partner tagging, and deal governance in alignment with Public Sector rules of engagement

• Act as a peer and thought partner to sales leadership — coaching, challenging assumptions, and constructively “holding up the mirror” to drive stronger execution.

• Evaluate performance drivers across Public Sector accounts to inform investment decisions, headcount allocation, and system or process changes required to support growth.

• Partner with Finance, Pricing, Product and Compensation to align incentives, partner economics, and operating models to Public Sector objectives

• Ensure effective rollout and adoption of new systems, tools, workflows, and rules of engagement supporting complex Federal and SLED sales motions.

• 8+ years of experience in Revenue Operations, Sales Operations, or Strategy supporting large-scale B2B sales organizations, Bachelor’s degree required; MBA or advanced degree a plus

• Prior experience leading a sales organization (including P&L responsibility) and experience being accountable for key sales management cadences is a plus.

• Direct experience supporting Public Sector sales, including Federal and/or SLED

• Demonstrated experience driving system implementations or process transformations (Salesforce, forecasting tools, deal workflows)

• Proven success supporting partner-led, reseller, marketplace, or indirect fulfillment motions

• Strong channel sales and operating model acumen and proficiency with Salesforce; experience with forecasting tools and BI platforms preferred

• Public Sector Business Acumen – Strong understanding of Federal and SLED sales motions, procurement models, and partner-led fulfillment.

• Revenue & GTM Expertise – Deep knowledge of SaaS revenue metrics (Total New, NNARR, GRR) and how incentives, systems, and booking mechanics drive outcomes.

• Operational Rigor and cross functional influence  – Brings discipline, accuracy, and follow-through in regulated, high-impact environments and demonstrate the ability to lead and influence cross functional projects 

• Strategic Storytelling and Executive presence  – Ability to synthesize complex operational and system changes into clear executive narratives and demonstrate executive presence

Base Pay Range:

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.