Note: The job is a remote job and is open to candidates in USA. Roo is on a mission to empower animal healthcare professionals with opportunities to earn more and achieve greater flexibility in their careers. The Director of Sales Operations is a senior leader responsible for architecting, scaling, and optimizing the systems and processes that power Roo’s revenue engine, overseeing the full Sales Operations strategy and ensuring strong cross-functional alignment.
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
Skills
- 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
- 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 Overview