Director of Sales Operations

Required

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.

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.

All comp plans redesigned using best-practice models.

Sales Operations Leadership & Strategy

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.