• Build and optimize outbound sales channels, including email, phone outreach, and LinkedIn prospecting. • Implement and maintain a streamlined sales tech stack to support both sales and marketing teams. • Research and manage platforms and data enrichment tools to ensure accurate and up-to-date lead data. • Set up and refine sales processes to ensure alignment and efficiency across all outbound channels. • Work closely with the sales team to improve outreach strategies and execution using existing tools and systems. • Track and report on key sales metrics, including performance, conversion rates, and pipeline health. • Use data analysis to identify trends, inefficiencies, and opportunities for improvement within the sales process. • Collaborate with sales, marketing, and operations teams to strengthen outbound strategies. • Support sales enablement by ensuring effective use of tools and resources for lead generation and conversion. • Leverage AI tools to improve workflows, automate processes, and enhance data enrichment and reporting where applicable.

• Serve as the primary Sales Operations partner for Prenatal Leadership, providing data-driven insights and operational support. • Attend Prenatal leadership meetings to deliver performance updates, trends, and strategic analysis. • Identify opportunities to enhance data, reporting, and analytics capabilities across the Prenatal organization. • Access, analyze, and integrate data from multiple sources to support operational recommendations. • Build, automate, and maintain reporting tools and dashboards using Salesforce (SFDC), Looker, and other technologies. • Conduct ad hoc analysis to investigate business challenges, uncover growth opportunities, and support leadership decision-making. • Evaluate initiative and program performance (volume, revenue, and adoption) and communicate insights that drive commercial strategy. • Partner with the Data & Analytics team to ensure data quality, accuracy, and consistency across systems. • Support the development of incentive compensation structures by providing performance analysis and scenario modeling. • Collaborate with Sales Enablement to optimize Salesforce workflows and data inputs that improve reporting and analysis. • Maintain and enhance sales dashboards that deliver timely, actionable insights to field representatives and sales managers.

• Assist in managing the regional revenue forecasting process, ensuring consistency, accuracy, and timely input from leadership teams • Collaborate with sales leadership to design, adjust, and maintain regional account and territory planning efforts, ensuring optimal allocation of resources and alignment with business objective • Manage and support regional operations within Salesforce (SFDC) and the CPQ (Configure, Price, Quote) system, ensuring smooth quoting processes and system functionality • Troubleshoot and resolve SFDC and CPQ-related issues for the regional team, providing training and support as needed • Enforce regional data hygiene practices across CRM and other revenue systems, ensuring the accuracy, integrity, and compliance of data • Perform regular audits of CRM data, identifying and rectifying discrepancies, duplicates, and incomplete records • Support ad-hoc reporting requests across Sales, Marketing, and Customer Success, providing timely and accurate insights that inform decision-making • Collaborate with cross-functional teams to provide relevant data insights and reporting for quarterly business reviews, strategic planning sessions, and other key meetings

Title: Sales Operations Manager Location:San Francisco Remote Job Description: What We Do We’re on a mission to empower animal healthcare professionals with opportunities to earn more and achieve greater flexibility in their careers and personal lives. Powered by groundbreaking technology, Roo has built the industry-leading veterinary staffing platform, connecting Veterinarians, Technicians, and Assistants with animal hospitals for relief work and hiring opportunities. Roo empowers the largest network of over 20,000 veterinary professionals to help more than 9,000 animal hospitals provide quality care to more pets. Together, we’ve provided more than 3 million hours of healthcare, helping Veterinarians earn more than $200 million. About the Role Roo is seeking a highly motivated Sales Operations Manager to drive the execution and optimization of our go-to-market (GTM) strategy. This is a hands-on, individual contributor role focused on building the systems, tools, and insights that power our Sales and Marketplace teams. You will play a critical role in improving sales productivity, enabling data-driven decision making, and ensuring operational excellence across new and existing markets. You’ll partner closely with Business Development, Marketplace, Growth, and Data teams to turn strategy into scalable execution. Responsibilities Sales Operations - Partner with Business Development and Marketplace leadership, as well as cross-functional teams, to support initiatives that accelerate Roo’s growth - Build, maintain, and optimize tools, dashboards, and reporting to track performance across markets and sales activities - Analyze field performance and deliver actionable insights to improve productivity and outcomes - Support the development and execution of sales and account management playbooks - Identify and implement systems and processes that improve efficiency, scalability, and revenue attainment Operations & Execution - Support and continuously improve Roo’s operating cadence (weekly, monthly, and quarterly business reviews) - Drive execution of GTM programs and operational rollouts in new markets and geographies - Monitor performance against targets and proactively surface insights, risks, and opportunities - Identify gaps in reporting, tools, or processes and independently drive solutions - Partner with Business Development and Account Management teams to support market strategies, including: - Lead generation and conversion optimization - Supply acquisition and marketplace health - Listing quality and pricing optimization - Collaborate with the Data team to size market opportunities and measure ROI of key initiatives - Conduct ad hoc analyses to inform strategic and operational decisions Qualifications - 5+ years of experience in Sales Operations or a related analytical/operational role - Experience in a startup or early-stage SaaS environment - Proven ability to operate as a strong cross-functional partner and influence without authority - Experience supporting or executing GTM strategies at a regional or market level - Strong experience building and maintaining metrics, dashboards, and reporting frameworks - Familiarity with the full customer lifecycle (pre-sales, sales, and customer success) - Understanding of recurring revenue business models and key value drivers - Comfortable working across sales methodologies, metrics, and day-to-day operational needs - Strong analytical and problem-solving skills with high attention to detail - Clear and effective communication skills (written and verbal) - Self-starter with the ability to prioritize and execute in a fast-paced environment - Proficiency in CRM tools (e.g., HubSpot, Salesforce), Excel, and GSuite While we are a remote first company, if you are based in San Francisco this will be a hybrid role. Please see below for compensation ranges based on our geographical tiering system recommended by external benchmark data (with example cities listed). Exact compensation may vary based on skills, experience, and location. Tier 1 Pay Range (examples: San Francisco, NYC) $115,000—$150,000 USD Tier 2 Pay Range (examples: LA, Boston, Seattle, DC, San Diego, Chicago) $105,000—$130,000 USD Tier 3 Pay Range (examples: Austin, Dallas, Portland, Denver, Philadelphia, Baltimore, Sacramento) $98,000—$125,000 USD Tier 4 Pay Range (examples: Minneapolis, Miami, Atlanta, Phoenix, Orlando, Las Vegas, Salt Lake City) $90,000—$120,000 USD Core Values Our Core Values are what shape us as an organization and we're looking for people who exhibit the same values in their professional life; Bias to Urgency, Drive Measurable Impact, Seek Understanding, Solve Customer Problems and Have Fun! What to expect from working at Roo! For permanent, full time employees, we offer: - Accelerated growth & learning potential. - 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. Overall, you would be part of a mission-driven company that will significantly empower the lives of all veterinary professionals and the health of the overall animal industry that seeks massive innovation. We have diverse, passionate & driven team members from a variety of backgrounds, and Roo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We are committed to creating an inclusive environment for all employees and candidates. We understand that your individual experience may not check every box but we still encourage you to apply even if you are not confident in every expectation listed. Read to join the Roo-volution?!