Driving Efficiency and Impact in Public Safety Sales Operations Using Pursuit
In the world of public safety technology, sales operations is more than just pipeline metrics and contract values — it’s about enabling teams to deliver life-changing solutions to communities. We sat down with Mark Killebrew, Director of Sales Operations at Flock Safety, to explore how RevOps functions in a mission-driven environment.
A Mission-First Company
Flock Safety’s mission is simple yet profound: help communities eliminate crime. Their technology captures objective evidence — from license plate recognition cameras to audio detection and other real-time tools for law enforcement and public safety agencies. Used by thousands of local agencies, Flock’s solutions are designed not only to solve crimes faster but also to respect privacy and civil liberties.
The Role of Sales Ops in Public Safety
At Flock, sales operations acts as the bridge between frontline sales and back-office systems. The team focuses on making the sales process more efficient while aligning every interaction with the company’s public safety mission.
Mark explained that the top metrics they monitor include:
- Opportunity win rates — understanding where and why deals are won or lost.
- Sales cycle time — shortening the often-complex public sector procurement process.
- Average contract value (ACV) — ensuring deals deliver strong impact and ROI.
These metrics are paired with deep attention to forecast accuracy, contact coverage, and data completeness to give sales and customer success teams the information they need to serve agencies effectively.
Turning Public Data into Actionable Insights
Selling into the public sector comes with a unique advantage: most of the relevant information is publicly available. The challenge? Navigating the overwhelming volume of it. Leadership changes in law enforcement and city agencies happen frequently — sometimes without public announcements. Missing these updates can stall or even derail deals.
This is where Pursuit’s data tools come in. By proactively identifying changes in agency leadership and providing context for those changes, Flock’s sales team stays ahead of the curve instead of reacting to outdated contact info.
From Generic Outreach to Context-Rich Conversations
One standout benefit of this partnership has been the ability to tailor outreach with precision. Instead of sending generic messages, Flock’s reps can reference specific council meeting notes, FOIA data, or strategic plans when approaching agencies.
Mark noted the difference:
“The outreach shifts from ‘Have you heard of Flock Safety?’ to ‘I saw your council meeting notes on rising vehicle theft — here’s how we can help.’”
This approach builds trust quickly, positioning Flock as a partner rather than just a vendor.
Managing Data Quality in Salesforce
Integrating Pursuit’s enrichment directly into Salesforce required careful attention to data security and accuracy. Flock built safeguards to ensure Pursuit’s updates never overwrite trusted internal data unless explicitly approved. Field-level mapping and custom filters let teams zero in on the right accounts in seconds, tailored to their territories and focus areas.
Lessons from the Field: Building a Strong RevOps Network
Mark’s advice for peers in public safety sales ops is simple:
- Build your network. Connect with others in similar roles to share best practices, vendor recommendations, and lessons learned.
- Embrace the challenge. Public safety sales is intentionally difficult, but the customers — and the impact — make it worth it.
- Stay grounded in the mission. When your work helps solve crimes and protect communities, the effort takes on deeper meaning
Impact That Matters
Unlike traditional SaaS, Flock’s outcomes can be measured in lives saved, crimes solved, and communities protected. For Mark and his team, that’s what makes the challenges of public safety sales worth tackling every day.
- Build your network. Connect with others in similar roles to share best practices, vendor recommendations, and lessons learned.
- Embrace the challenge. Public safety sales is intentionally difficult, but the customers — and the impact — make it worth it.
- Stay grounded in the mission. When your work helps solve crimes and protect communities, the effort takes on deeper meaning
Ready to turn public sector data into actionable insights? Let's talk.
