VP Revenue Operations & Enablement

One Call; Santa Fe (NM); On-site; USD 180,000 - 240,000; Full time

Job summary

One Call seeks a Vice President of Sales Operations to oversee the operational engine behind the commercial organization. This executive will own end-to-end onboarding, client reporting, Salesforce governance, and forecasting to deliver a single source of truth for revenue performance.

The role consolidates five key functions and partners with clinical operations, IT, and finance to remove handoff gaps, standardize processes, and drive data-driven decision making for executives.

Responsibilities

• Owns the client onboarding function from executed contract through stabilized steady-rate operation.
• Lead the implementation team responsible for onboarding new clients and expanding existing 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 reporting that clients and prospects receive, and the standards that govern it.
• Lead the team responsible for recurring client reporting, including savings and outcomes reporting, utilization, program performance, and service level reporting.
• Build and maintain a standardized reporting catalog and templates that reduce resilience on custom, manually assembled deliverables.
• Establish governance over metric definitions, calculation methodology, and data sources so that figures are consistent across client reports, sales materials, and internal dashboards.
• Support the commercial team with reporting and analytics required for quarterly business reviews, renewals, RFP responses, and expansion opportunities.
• Partner with technology and data teams to automate report generation and move the function from manual production toward self-service and scheduled delivery.
• Ensure all client reporting complies with applicable privacy, data protection, and contractual confidentiality requirements, including protected health information handling.
• Manage the intake prioritization process for ad hoc reporting requests, protecting the team's capacity while maintaining responsiveness to revenue-critical needs.
• 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.
• Owns continuous improvement across the Commercial workflow, from first touch to renewal.
• Map the end-to-end commercial process and identify friction, duplication and handoff failures across lead generation, pursuit, contracting, implementation, and account management.
• 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.
• Improve forecast accuracy through pipeline inspection, historical conversion analysis, stage-weighted and scenario-based modelling, and calibrated judgement from sales leadership.
• Produce recurring performance reporting and dashboards covering pipeline coverage and velocity, bookings and revenue attainment, win and loss analysis, activity metrics, retention and expansion performance.
• Deliver executive, board, and investor-facing commercial reporting with supporting narrative, including insight into what is driving variance rather than restating the variance.
• Partner with finance on annual planning, quota setting, capacity modelling, and reconciliation between commercial reporting and financial actuals.
• Establish a single source of truth for commercial metrics and eliminate competing versions of the same numbers across the organization.
• Provide analysis that informs strategic decisions on segmentation, pricing, product mix, sales coverage, and market prioritization.
• Lead through directors and managers rather than individual contributors in this second-line leadership role.
• Build, develop, and retain a leadership bench across the five functional areas, including hiring, performance management, succession planning, and career development.
• Set functional strategy and translate commercial objectives into departmental goals, operating plans, and individual accountabilities.
• Own the departmental budget, headcount plan, and vendor spend, making deliberate trade-offs between internal capability, automation, and outsourced capacity.
• Operate as a peer to sales, account management, clinical operations, finance, and technology leadership, resolving cross-functional conflict at the leadership level.
• Represent sales operations in executive forums, providing candid assessment of commercial performance and operational capacity.
• Establish the operating cadence for the commercial organization, including forecast calls, pipeline reviews, business reviews, and implementation governance meetings.

Job description

One Call seeks a Vice President of Sales Operations to oversee the operational engine behind the commercial organization. This executive will own end-to-end onboarding, client reporting, Salesforce governance, and forecasting to deliver a single source of truth for revenue performance.

The role consolidates five key functions and partners with clinical operations, IT, and finance to remove handoff gaps, standardize processes, and drive data-driven decision making for executives.