Director of Sales Operations

• 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 (Hub Spot).
• 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 Hub Spot 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).

• 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 Hub Spot 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.

Demonstrates expertise in Sales Operations strategy, including Hub Spot CRM design, sales forecasting, and compensation planning. Proven ability to drive operational excellence and collaboration across cross-functional teams in fast-paced environments.

• Sales Operations Strategy
• Hub Spot CRM Design
• Sales Forecasting
• Compensation Planning
• Data Collaboration

• Sales Forecasting
• Pipeline Management
• Sales Compensation Design
• Data Analysis
• Reporting Automation

• Analytical Problem Solving
• Written Communication
• Verbal Communication
• Influencing Stakeholders
• Team Leadership

• B2B SaaS
• Marketplace
• GTM Model
• CAC/LTV
• Revenue Predictability

• Hub Spot
• Sales Tech Stack
• Dashboards
• ETL Tools
• Performance Metrics