Head of Revenue Operations & Forecasting

One Call; Nashville (TN); Remote; USD 180,000 - 300,000; Full time

Job summary

One Call is seeking a Vice President of Sales Operations to lead the operational engine behind the commercial organization. You will own the end-to-end flow from contract to live revenue, including systems, data, and processes for forecasting and reporting.

Reporting to the Chief Commercial Officer, you will consolidate five functions—implementation, client reporting, Salesforce governance, process improvement, and forecasting—into a single leadership team to reduce handoffs and create a single

Qualifications

• Bachelor's degree in business, finance, healthcare administration, analytics, or a related field.
• Ten or more years of progressive experience in sales operations, revenue operations, business operations, or commercial strategy.
• Five or more years of people leadership experience, including demonstrated experience leading managers or directors.
• Direct experience owning or heavily influencing Salesforce as a business system, including pipeline design, reporting architecture, and adoption strategy.
• Demonstrated ownership of a forecasting process with accountability for accuracy to executive leadership.
• Experience leading client implementation or onboarding functions in a B2B services environment.
• Strong analytical capability, with fluency in translating complex data into clear recommendations for non-technical audiences.

Responsibilities

• Owns the client onboarding function from executed contract through stabilized operation.
• Lead the implementation team responsible for onboarding new clients and expanding accounts into additional service lines, jurisdictions, or products.
• Establish a standardized, scalable implementation methodology with defined stages, milestones, deliverables, and exit criteria, scaled appropriately for accounts of differing size and complexity.
• Serve as executive owner of the handoff between sales and operations, ensuring commitments made during the sales cycle are documented, feasible and fulfilled.
• Drive accountability for time-to-go-live and time-to-first revenue, identifying and removing the recurring bottlenecks that extend onboarding timelines.
• Coordinate cross-functional implementation dependencies across clinical operations, network, IT, and integrations, billing, compliance, and account management.
• Oversee client-facing implementation communication, including kickoff, status reporting, escalation paths, and post-go-live rather than lagging behind it.
• Owns the CRM as a business system and the integrity of the pipeline it contains.
• Serve as business owner of Salesforce, directing administration, configuration, release management, integrations, and the supporting sales technology stack.
• Define and enforce the pipeline architecture, including opportunity stages, stage-exit criteria, required fields, product and service line taxonomy, and territory and account hierarchy.
• Establish and monitor data hygiene standards, with clear ownership, routine auditing and remediation of incomplete or state records.
• Govern the sales technology roadmap and vendor relationships, evaluating and rationalizing tools for sales engagement, conversation intelligence, proposal and contract management, and data enrichment.
• Drive user adoption through training, enablement documentation, and workflow design that makes correct usage the path of least resistance for sellers.
• Administer territory and account assignment, lead routing, and quota and compensation plan data in partnership with finance and human resources.
• Own security, access, and audit controls within commercial systems in coordination with information security and compliance.
• Lead structured improvement initiatives with defined baselines, target outcomes, and post-implementation measurement rather than anecdotal assessment.
• Increase selling capacity by reducing administrative burden on quota-carrying team members through automation, simplification, and appropriate centralization of support work.
• Standardize and document commercial playbooks, including pursuit processes, pricing and approval workflows, proposal and RFP response processes, and renewal motions.
• Partner with legal, compliance, finance, and clinical operations to streamline contracting, credentialing, and approval cycles without weakening controls.
• Build a culture of measurement within the commercial organization, establishing the operating cadence and review rhythm that keeps improvement work on track.
• Owns the numbers leadership uses to run and report on the commercial business.
• Own the commercial forecasting process, including methodology, cadence, submission discipline, and roll-up across segments, territories, and product lines.

Skills

Sales operations

Forecasting

Data analysis

Cross-functional leadership

Executive communication

Healthcare knowledge

Education

Bachelor's degree in business, finance, healthcare or analytics

Tools

Salesforce

Job description

One Call is seeking a Vice President of Sales Operations to lead the operational engine behind the commercial organization. You will own the end-to-end flow from contract to live revenue, including systems, data, and processes for forecasting and reporting.

Reporting to the Chief Commercial Officer, you will consolidate five functions—implementation, client reporting, Salesforce governance, process improvement, and forecasting—into a single leadership team to reduce handoffs and create a single