Director of Sales Operations

Role Overview

• 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).

Requirements

• 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.

Tech Stack

• ETL

Benefits

• 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.