Where you fall within the compensation range is based on how you demonstrate the attributes and competencies required for the role. We mostly reserve the upper half of our compensation bands for internal growth. During your call with one of our recruiters, they can further clarify the salary range and our total compensation.

Who is Flock?

Flock Safety is the leading safety technology platform, helping communities thrive by taking a proactive approach to crime prevention and security. Our hardware and software suite connects cities, law enforcement, businesses, schools, and neighborhoods in a nationwide public-private safety network. Trusted by over 5,000 communities, 4,500 law enforcement agencies, and 1,000 businesses, Flock delivers real-time intelligence while prioritizing privacy and responsible innovation.

We’re a high-performance, low-ego team driven by urgency, collaboration, and bold thinking. Working at Flock means tackling big challenges, moving fast, and continuously improving. It’s intense but deeply rewarding for those who want to make an impact.

With nearly $700M in venture funding and a $7.5B valuation, we’re scaling intentionally and seeking top talent to help build the impossible. If you value teamwork, ownership, and solving tough problems, Flock could be the place for you.

The Opportunity

At Flock, our ambition is to scale our business to beyond $1B in annual recurring revenue and beyond. To do that will require a sales operations transformation to drive more efficient and potent operations capabilities at scale. Underpinning that transformation is a business built over the past 7 years, grown organically and through acquisition.

We are seeking an experienced professional for the role of Director, Federal Operations and Strategy. This role will act as the right hand of our senior Sales Leaders in the Federal Sector business. You will work directly with the VP of Federal Sales and his leadership team to drive team-wide strategy and execution, and you will have primary responsibility for achieving operational excellence within the org, shaping Federal Sales GTM strategy and developing our channel infrastructure.

This is a Director-level individual contributor role designed for someone who excels at building executive-level trust, framing data-driven recommendations, shaping the direction of the business without direct people management, and driving day-to-day execution and support for reps in the field.

• Executive Partnership: Operate as the primary operations advisor to senior sales leaders, providing insight, analysis, and recommendations that guide strategic decision-making.

• Business Planning: Work with cross-functional partners to drive annual and quarterly sales planning cycles, leading territory planning and change management, while supporting headcount modeling and quota/goal setting

• Forecasting & Performance Insight: Be the expert on pipeline health, rep performance, and progress to metrics. Surface attainment risks proactively, analyze root causes and work to enact process/policy changes where needed to achieve targets

• Revenue Strategy: Translate data into actionable insights to shape GTM strategy, resource allocation, Federal Channel and investment decisions.

• Operational Excellence: Identify bottlenecks and inefficiencies in sales processes and create scalable, data-backed solutions. Design, manage, and execute on cross-functional projects to affect this change across the organization in the short, medium, and long-term.

• Cross-Functional Influence: Partner with the rest of RevOps, Marketing, Finance, Enablement, and Customer Success to build and maintain a repeatable, scalable sales process across the organization.

• Thought Leadership: Bring best practices from industry and prior experience to elevate how the organization thinks about sales execution and operations.

• Help bridge/architect Federal Partner Systems: Partner with the Channel team to build and scale foundational systems, including Partner Relationship Management (PRM) tools and automated deal registration processes.

• Spearhead Partner Impact Reporting: Develop robust dashboards and MBRs for partner revenue, deal pipeline, API usage, and ecosystem health.

• Automate Financial Operations: Work with Operations to ensure the implementation of automated rebate processing, reseller payments, and auditing workflows to improve accuracy and scalability.

• Ensure Compliance and Governance: Partner with Legal and Operations to enforce API policies, revenue-share agreements, and operational standards across all Federal partners.

The Skillset

• 10+ years of progressive experience in Federal Sales Operations, Revenue Operations, Strategy, or related fields.

• Proven ability to act as a trusted advisor to senior executives and influence strategic decisions without formal authority.

• Expertise in forecasting, pipeline analysis, quota/territory modeling, and sales productivity measurement for Federal sales as well as Channel.

• Strong analytical skills with mastery of Salesforce (or equivalent CRM), advanced Excel/Google Sheets. Experience with BI Tools (Tableau, Sigma, etc.) a plus

• Exceptional executive communication skills — able to simplify complex analyses into clear recommendations. Comfortable pushing back on senior leaders.

• Experience in high-growth SaaS or technology environments preferred.

• Comfortable working in ambiguity and shifting between high-level strategy and hands-on execution.

Feeling uneasy that you haven’t ticked every box? That’s okay; we’ve felt that way too. Studies have shown women and minorities are less likely to apply unless they meet all qualifications. We encourage you to break the status quo and apply to roles that would make you excited to come to work every day.

90 Days at Flock

We are a results-oriented culture and believe job descriptions are a thing of the past. We prescribe to 90 day plans and believe that good days lead to good weeks, which lead to good months. This serves as a preview of the 90 day plan you will receive if you were to be hired in this role at Flock Safety.

The First 30 Days

• Understand sales data structure + Flock’s GTM model

The First 60 Days

• Refine Federal Sales Operations Model including setting up the foundation for Federal SFDC and strategy

• Figure out “ways of working” for the leaders with the Rev Ops CoEs and other key stakeholders across the business

90 Days & Beyond

• Rolling and both the GTM leadership sees you as a strategic go to partner. You have ensured that you understand Flock’s GTM and data structure, are familiar with the tools and KPIs we use, and have built a strong relationship with your RevOps team members, key sales leaders, and key cross functional stakeholders.

• You understand our market, especially the details of the TAM and our strategy behind territories and are working to understand how to optimize w data

Salary & Equity

In this role, you’ll receive a starting salary between $170,000 and $220,000 as well as Flock Safety Stock Options. Base salary is determined by job-related experience, education/training, as well as market indicators. Your recruiter will discuss this in-depth with you during our first chat.

The Perks

🌴Flexible PTO: We seriously mean it, plus 11 company holidays.

⚕️Fully-paid health benefits plan for employees: including Medical, Dental, and Vision and an HSA match.

👪Family Leave: All employees receive 12 weeks of 100% paid parental leave. Birthing parents are eligible for an additional 6-8 weeks of physical recovery time.

🍼Fertility & Family Benefits: We have partnered with Maven, a complete digital health benefit for starting and raising a family. In 2025, Flock will provide a $ 50,000-lifetime maximum benefit related to eligible adoption, surrogacy, or fertility expenses.

💖Caregiver Support: We have partnered with Cariloop to provide our employees with caregiver support

💸Carta Tax Advisor: Employees receive 1:1 sessions with Equity Tax Advisors who can address individual grants, model tax scenarios, and answer general questions.

💚ERGs: We want all employees to thrive and feel like they belong at Flock. We offer four ERGs today - Women of Flock, Flock Proud, LEOs and Melanin Motion. If you are interested in talking to a representative from one of these, please let your recruiter know.

💻WFH Stipend: $150 per month to cover the costs of working from home.

📚Productivity Stipend: $300 per year to use on Audible, Calm, Masterclass, Duolingo and so much more.

🏠Home Office Stipend: A one-time $750 to help you create your dream office.

🐾Pet Insurance: We’ve partnered with Pumpkin to provide insurance for our employee’s fur babies.

If an offer is extended and accepted, this position requires the ability to obtain and maintain Criminal Justice Information Services (CJIS) certification as a condition of employment. Applicants must meet all FBI CJIS Security Policy requirements, including a fingerprint-based background check.

Flock is an equal opportunity employer. We celebrate diverse backgrounds and thoughts and welcome everyone to apply for employment with us. We are committed to fostering an environment that is inclusive, transparent, and collaborative. Mutual respect is central to how Flock operates, and we believe the best solutions come from diverse perspectives, experiences, and skills. We embrace our differences and know that we are stronger working together.

If you need assistance or an accommodation due to a disability, please email us at recruiting@flocksafety.com. This information will be treated as confidential and used only to determine an appropriate accommodation for the interview process.

At Flock Safety, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, as well as market indicators. The range above is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future. This job posting may span more than one career level.

Compensation Range: $170K - $200K