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.
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.
Nice to Have
- 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.).
Work Arrangement
Hybrid
Additional Information
- Please note that any communication from @lifeatroo.com is not legitimate. All official Roo communication will always come from @roo.vet.
