Roo · 1 month ago
Director of Sales Operations
United States
Full-time
Remote
Director/Executive
$180K/yr - $230K/yr
10+ years expRoo is a pioneering company in the animal healthcare sector, creating a B2B labor marketplace that connects veterinary professionals with hospitals through innovative technology. The Director of Sales Operations will lead the Sales Operations strategy, ensuring effective systems and processes are in place to drive revenue growth and operational excellence.
FreelanceHealth CareHospitalVeterinary
Responsibilities
Build and own the long-term Sales Operations strategy aligned to Roo’s revenue growth, GTM model, and marketplace dynamics
Establish scalable processes, standards, and systems across supply and demand-facing teams
Serve as the primary operational thought partner for the CRO, SVP Marketplace and management team
Define and manage the roadmap for CRM architecture, automation, and workflow optimization (HubSpot)
Drive operational readiness for monitoring supply/demand, product initiatives, and GTM expansions
Oversee all forecasting activities in partnership with Finance and Data
Implement multi-level forecasting (bottom-up, top-down, weighted pipeline, trend-based)
Develop dashboards and reporting structures to support monthly pipeline reviews and KPI tracking
Establish clear methodologies for pipeline hygiene, data integrity, and forecasting accuracy
Own end-to-end compensation design, governance, and quarterly/annual comp planning
Develop scalable, transparent commission structures aligned with revenue goals and market conditions
Oversee quota setting, territory design, rep capacity modeling, and incentive administration
Partner with People Ops and Finance to ensure compliant and timely payouts
Partner deeply with Finance, Data and Growth teams to ensure strong data integrity and actionable insights
Collaborate with marketing and BD leadership on end-to-end lead management, routing, and funnel optimization
Create aligned SOPs between Sales, Marketing, Growth, and Customer Success
Support cross-functional strategic initiatives, including OKR planning and cross-team capacity modeling
Own HubSpot configuration, governance, and optimization as the system of record for sales
Drive automation across reporting, lead management, account health, and performance metrics
Evaluate, implement, and integrate additional sales tech stack tools as needed
Ensure high adoption and enablement through structured training and documentation
Lead, mentor, and develop a high-performing Sales Ops team (including managers and ICs)
Establish clear KPIs, operating cadences, and accountability mechanisms
Foster a culture of continuous improvement, operational rigor, and data-driven decision making
Qualification
Required
10+ years in Sales Operations, Revenue Operations, or Sales Strategy roles, with at least 5 years leading teams
Experience in B2B SaaS, marketplace, or startup environments where GTM motion, CAC/LTV, and field strategy are critical
Expert-level knowledge of HubSpot CRM design, sales automation, reporting, and lifecycle configuration
Deep experience owning sales forecasting, pipeline management frameworks, and revenue predictability
Demonstrated success designing sales compensation plans, quotas, and performance incentive systems
Strong experience collaborating with Data and Finance teams on reporting, ETL/data source issues, attribution, and forecasting
Ability to set vision and drive from strategy to execution in ambiguous, fast-moving environments
Exceptional analytical problem solving with mastery of spreadsheets, dashboards, and data interpretation
Excellent written and verbal communication skills with the ability to influence executive stakeholders
Preferred
Experience scaling Sales Ops teams from early stage to growth phase
Experience in online marketplaces or multi-sided platforms
Familiarity with field operations, capacity planning, and GTM design across both supply & demand motions
Experience with advanced forecasting models or RevOps tools (Clay, BoostUp, Gong, etc.)
Benefits
Accelerated growth & learning potential.
Stipends for home office setup, continuing education, and monthly wellness.
Comprehensive health benefits to fit your needs with base medical plan covered at 100% with optional premium buy up plans.
401K
Unlimited Paid Time Off.
Paid Maternity/Paternity and reproductive care leave.
Gifts on your birthday & anniversary.
Opportunity for domestic travel, including for regional team building events.
Company
Roo
Roo is an online veterinary relief service platform that allows vet professionals to secure freelance work.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$16.65MKey Investors
Jackson Square VenturesFloodgate
2022-09-02Series A· $11M
2021-05-07Seed· $5.65M
2020-01-09Debt Financing
Leadership Team
Lisa Hu
Co-Founder, Former CEO
Recent News
Company data provided by crunchbase