Director of Sales Operations

Summary

The Director of Sales Operations is a senior leader responsible for architecting, scaling, and optimizing the systems, processes, and insights that power Roo’s revenue engine. This role oversees the full Sales Operations strategy, partnering closely with Growth, Data, Finance, and Marketplace leadership to ensure predictable forecasting, high-quality data infrastructure, and strong cross-functional alignment across all marketplace teams.

This leader owns sales compensation design, HubSpot governance and automation, sales forecasting, market-level performance analytics, and the operational frameworks that support both day-to-day execution and long-term strategic planning. They will build and lead a high-performing Sales Ops team while driving operational rigor, data accuracy, and consistency across our revenue motions.

The Director of Sales Operations plays a critical role in enabling scalable growth for the business, ensuring the systems and insights underpinning our sales engine are robust, efficient, and aligned to company objectives.

Core Responsibilities

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.

Sales Forecasting & Revenue Predictability

• 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.

Sales Compensation & Performance Management

• 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.

Cross-Functional Collaboration & Alignment

• 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.