National Sales Operations Manager

Company Description Vellum Health is the first and only platform for on-demand IV enablement and treatment, designed to optimize value for provider organizations, payers, clinicians, and patients. The company focuses on advancing patient-centered care beyond traditional hospital settings, delivering high-quality outcomes at lower cost. Vellum Health works across the healthcare ecosystem to redefine where and how care is delivered. The team is driven by a mission to improve access, efficiency, and experience in modern care delivery, supported by technology and operational innovation.

Role Description
We're hiring our National Sales Operations Manager to turn signed contracts into flowing volume. Today our sellers are winning deals across post-acute and home — but a contract only creates value once the facility is live, referrals are coming in, and our clinical workforce is fully utilized. Closing that gap is the core of this role.
This is a builder's role, not a caretaker's. Your top priority is facility activation and utilization: making sure every contracted location actually refers patients, that referral volume ramps to plan, and that we capture the full scope of services we're contracted to deliver at each site. You'll own the systems, reporting, and cross-functional coordination that make that happen — sitting at the seam between sales and clinical operations, where a signed contract turns into a nurse at a bedside within hours.
You'll work directly with our executive team, with real influence over how we grow.
What You'll Do

• Activate contracted facilities (top priority). Own the process that takes a newly signed location from closed-won to live and referring. Drive onboarding, orientation, and the first wave of referrals so accounts ramp quickly instead of sitting idle.
• Drive referral volume and full-service capture. Monitor referral flow by facility, identify accounts that are under-referring or referring only a subset of what we're contracted for, and work cross-functionally to close the gap — so we capture the full scope of services (vascular access, infusions, transfusions, training) at every location.
• Push toward 100% workforce utilization. Match referral demand to clinical capacity market by market. Surface where volume is short of what our staffed workforce can absorb, and drive the activity that fills it.
• Connect sales to service delivery. Standardize the handoff from closed-won to onboarding, scheduling, and dispatch so new accounts ramp fast and clinical operations can staff ahead of demand.
• Own the CRM. Administer, clean, and evolve our CRM — data hygiene, pipeline stages, required fields, automation, and integrations with our care delivery and billing systems.
• Run the forecast. Build and maintain weekly pipeline reviews, forecast calls, and win/loss tracking. Give leadership a number they can trust and an honest read on the risks behind it.
• Design territories and quotas. Partner with leadership on account segmentation, territory design, quota setting, and capacity planning as we open new markets.
• Enable the team. Maintain the sales playbook, pricing and proposal templates, RFP/contracting, and support materials.
• Improve the process. Find the friction — idle contracts, stalled referrals, manual reporting, bad data — and fix it.In Your First 90 Days

• Stand up a repeatable facility-activation playbook that takes a new location from signed to referring
• Deliver a utilization view that shows referral demand against staffed clinical capacity by market
• Map the closed-won → onboarding → first procedure handoff and eliminate the biggest bottleneck
• Stand up a weekly cadence — activation, referral volume, and utilization — that leadership relies onWhat You Bring

• 4+ years in sales operations, revenue operations, or business operations, ideally with at least some time in healthcare services, medical devices, home health, post-acute, or digital health
• Familiarity with B2B healthcare sales cycles involving SNF/LTAC operators, home infusion pharmacies, or payer contracting
• Hands-on CRM administration experience (Salesforce or HubSpot) — you can build reports, workflows, and objects yourself without waiting on a consultant
• Strong analytical skills; advanced Excel/Google Sheets.
• Experience driving account activation, adoption, or utilization — you've been responsible for making sure signed customers actually ramp, not just for closing them
• Experience building forecasts and territory models from scratch
• Clear communication with sellers, clinicians, finance, and executives — you can translate between them
• Comfort with ambiguity and a bias toward shipping. We're growing fast and the playbook is still being written.
• Bachelor's degree or equivalent practical experience

Nice to Have

• Exposure to EMR integrations, referral management platforms, or healthcare revenue cycle
• Experience supporting a multi-entity or multi-brand commercial organization
• Early-stage or high-growth company background

Flexible work from home options available.