Sales Operations Manager

• 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).

Director of Sales Operations

Platform Engineer

• Own the long-term technical direction of Roo's frontend platform, including the systems, tooling, and architecture that power development across web and mobile.
• Partner with Product and Design to evolve our design system as a foundational platform rather than a standalone library.
• Make our design system effortless to consume by engineers, designers, and AI agents through thoughtful integrations, documentation, tooling, and developer workflows.
• Lead platform initiatives like framework upgrades, React Native modernization, Expo adoption, and shared library evolution.
• Own the migration of legacy components to our v2 design system — including the tooling and documentation that let the rest of the team complete the migration themselves.
• Establish patterns that let engineers ship new pages and flows quickly from a component library that's built for how people actually build in 2026.
• Improve developer experience through shared tooling, automation, documentation, templates, and workflows that increase engineering velocity.
• Identify and eliminate the friction points that slow builders down — missing tokens, undocumented patterns, inconsistencies that force one-off decisions — and fix them systematically.

Senior Software Engineer, Frontend Platform

Sales

• Own the integrated revenue strategy tied to company goals and unit economics.
• Design the coverage/territory/segment model across the revenue org (roles, handoffs, specialization, capacity).
• Allocate headcount and budget by ROI and constraints, maintaining a healthy cost of sales as you grow. Rebalance quickly when necessary.
• Build the operating cadence that makes forecast accuracy and quota attainment the default.
• Scale repeatable GTM playbooks across segments while preserving segment nuance.
• Build an enablement engine (messaging, objection handling, discovery, onboarding, ongoing coaching).
• Implement QA loops (call scoring, pipeline hygiene, deal reviews) with a clear iteration rhythm.
• Build a high-bar leadership bench and org design that scales (spans/layers/specialization).
• Set hiring rubrics and enforce the bar; build a coaching culture and accountability.
• Set performance standards and upgrade talent decisively—without destroying morale (consistent calibration, early underperformance plans, fast hard calls, keep top talent energized and growing).
• Own org-level capacity planning that maximizes ROI; drive org-wide clarity on definitions and leading indicators.
• Own the GTM systems architecture (CRM + tooling) with disciplined build-vs-buy judgment.
• Drive thoughtful automation that removes toil, enforces standards, and comes with real adoption plans.
• Align Product, Marketing, Finance, and Data around top revenue bets; secure resourcing for priorities and resolve tradeoffs quickly. Ensure opportunities are framed in a shared metrics backbone across functions—principled, not political.
• Lead major org/process/comp transformations while maintaining performance—protect the quarter while upgrading the machine.

Vice President of Sales

• Own the long-term technical direction of Roo's frontend platform, including the systems, tooling, and architecture.
• Partner with Product and Design to evolve our design system.
• Make our design system effortless to consume.
• Lead platform initiatives like framework upgrades and shared library evolution.
• Own the migration of legacy components to our v2 design system.
• Establish patterns that let engineers ship new pages and flows quickly.
• Improve developer experience through shared tooling, automation, documentation, and workflows.
• Identify and eliminate the friction points that slow builders down.

VP of Sales

Product Manager

• Ship product. Use AI-assisted prototyping and an internal coding agent called Roomote to move ideas from concept to production faster than the traditional PM-to-eng handoff allows.
• Contribute to roadmap and prioritization with guidance, developing your instinct for what will drive the most impact toward the squad's north star metric.
• Collaborate with engineering, design, operations, and marketing to define and deliver solutions—knowing when a problem requires the full team and when you can move independently to get something across the finish line yourself.
• Write clear, decision-ready PRDs. AI can accelerate your drafting—but the hard thinking is yours: deeply understanding the problem, interrogating the tradeoffs, and arriving at a solution that genuinely serves users and the business.
• Use data to stay honest. Run your own analyses with the help of AI, maintain fluency in dashboards, and flag when a question needs deeper support.
• Adopt an experimentation mindset, finding ways to quickly test and iterate on hypotheses.
• Run your own research with guidance. Use AI tools to synthesize market signals, competitive intelligence, and user feedback quickly—so you're always operating from insight, not assumption.
• Help maintain a healthy, fast-moving product development process within the squad through clear communication and tight documentation.

Client Services Representative

• Be the primary point-of-contact for enterprise-related customer inquiries coming through support channels.
• Monitor, triage, and manage the Enterprise support inbox and ticket workflow to ensure timely responses and resolution.
• Troubleshoot and resolve first line issues raised by enterprise hospital groups and administrators.
• Escalate complex issues to the appropriate Enterprise Account Manager or internal team while providing clear context and documentation.
• Maintain queue health by ensuring proper ticket routing, tagging, prioritization, and follow-up.
• Partner with Customer Support and internal teams to resolve issues without unnecessary escalation to Account Managers.
• Maintain internal trackers and documentation related to enterprise accounts and follow-up actions.
• Investigate complex scenarios by reviewing past tickets, notes, and internal data to provide clear summaries and recommended next steps.
• Coordinate cross-functional support with teams such as Operations, Product, Billing, and Customer Support when needed.
• Maintain Hubspot to ensure all client communications and support tickets are documented appropriately.
• Track and report on enterprise support trends, ticket themes, and recurring issues.

Senior Client Support Enterprise Specialist

Events

• Manage a six figure annual tradeshow budget across booth fees, swag, supplies, fulfillment, storage, and industry sponsorships — tracking spend by quarter and event tier, flagging risks early, and making smart trade-offs.
• Maintain and improve event playbooks, SOPs, and operational documentation to ensure the program scales cleanly as Roo's event footprint grows.
• Adapt execution based on Roo's tiered event system (Tier 1 through Tier 4), scaling booth size, staffing, budget, and marketing support to match the strategic value of each show.
• Own the full lifecycle of Roo's tradeshow program: booth logistics, vendor management, shipping and inventory, staffing coordination, on-site setup and teardown, and post-show follow-through across 20-30 events per year.
• Manage relationships with exhibit services vendors, fulfillment centers, swag suppliers, and venue contacts across the national tradeshow calendar.
• Own booth inventory across multiple storage locations and ensure timely shipping to and from each event.
• Coordinate booth staffing with sales teams, matching the right Roo representatives to each show based on territory, audience, and strategic importance.
• Execute logistics for enterprise events Roo attends or sponsors, including corporate group conferences and partner events.
• Partner with Product Marketing and Partnerships to plan and execute webinars with external and internal speakers.
• Bring a creative eye to every event touchpoint, from swag concepts and booth activations to on-site experiences, staying tapped into consumer and event trends to ensure Roo shows up in ways that feel fresh, intentional, and differentiated rather than templated.
• Manage tradeshow-adjacent community events such as happy hours and networking receptions, driving meaningful engagement and extending Roo’s presence beyond the booth.
• Partner with Brand and Product Marketing to manage event collateral, ensuring all booth materials and supporting assets are aligned, on-brand, and ready for each show.
• Coordinate with the Partnerships team when CE programming is co-located at a tradeshow, ensuring smooth handoffs between booth logistics and content/speaker programming.
• Own lead capture processes at every event and coordinate with Sales and Lifecycle to ensure timely post-show follow-up.
• Interface cross-functionally with senior stakeholders across the company, communicating clearly about what's on track, what's at risk, and what you need.
• Ensure events drive measurable business impact, partnering with Sales and Marketing on pipeline generation, engagement, and post-event conversion.

Events Manager

Manager

• Guide veterinarians and technicians through the full-time placement process, from interest to offer.
• Maintain clear, consistent communication with candidates to ensure a supportive and personalized experience.
• Collect, organize, and share candidate materials (e.g., resumes, references) with hospitals in alignment with Roo standards.
• Work closely with VetAM, HSP, and Enterprise to ensure hospitals are matched with the right veterinary professionals.
• Track hiring needs and placement opportunities to inform pipeline development.
• Collaborate with the Senior Manager and cross-functional squad to identify placement opportunities and proactively flag risks.
• Follow and uphold Standard Operating Procedures (SOPs) developed by the senior manager and FTP squad.
• Identify workflow gaps or bottlenecks and suggest process improvements.
• Support testing and rollout of new tools or processes aimed at improving efficiency and experience.
• Keep candidate and placement records up-to-date in HubSpot and other systems.
• Assist with data entry and report generation to support internal visibility and forecasting.
• Monitor milestones and timelines for placements to ensure timely progress and stakeholder communication.
• Coordinate with finance to ensure accurate billing for completed placements.
• Help resolve billing-related issues by liaising between internal teams and hospital partners.

Director of Sales Operations

Senior Software Engineer, Frontend Platform

Vice President of Sales

Senior Software Engineer, Frontend Platform

VP of Sales

Product Manager

VP of Sales

Senior Client Support Enterprise Specialist

Events Manager

Career Pathways Manager