Director of Revenue Operations

About the Role

The Director of Revenue Operations will build Roo's first true Revenue Ops function. Historically the the team has been Sales Team focused on HubSpot administration; the mandate is to keep that system administration running well while evolving the function into a strategic partner to our revenue-facing teams, helping Sales, Marketing, and Customer Support drive efficiency, conversion, and success through work like capacity planning, lead management, and conversion optimization.

This is a hands-on leadership role. The team is lean and the function is being stood up for the first time, so you'll move fluidly between strategy and execution: architecting the operating model, managing HubSpot and the systems that power our revenue engine, and bringing rigor to forecasting, pipeline, and governance. You'll start with Sales and expand scope over time into Marketing and Customer Support, hiring and developing a small, high-leverage team along the way. You'll partner closely with Finance, Sales, Marketing, Customer Support, and Data leadership to make Roo's revenue engine more efficient, predictable, and intelligent.

What You'll Do

• Build and own the Revenue Operations strategy and operating model, with a phased roadmap from foundations to full Rev Ops scope.
• Own HubSpot as the system of record day to day (architecture, automation, workflows, lifecycle, governance, and reporting), and shape GTM systems strategy in partnership with revenue leadership, with the Sales Ops Manager handling administration.
• Partner with Sales, Marketing, and Customer Support on capacity planning, lead management, and conversion to make revenue-facing teams more productive and impactful.
• Build on the intake and triage system underway, bringing rigor and published SLAs, then use the patterns it surfaces to reduce recurring requests and shift the team's capacity from firefighting toward proactive, higher-leverage work.
• Co-own forecasting, reporting, and pipeline hygiene in partnership with Sales, Finance, and Data, moving the function from reactive to trend-driven.
• Partner with Finance on the operational mechanics of compensation, quota setting, and territory design, keeping incentives aligned with revenue goals.
• Bring an AI-first mindset to how the function operates, applying AI to reduce operational toil and surface insight, with strong human review and a safety-first posture.
• Hire, mentor, and lead a small Rev Ops team, and lead the expansion of scope with Marketing and, later, Customer Support.

What You'll Bring

• 10+ years in Revenue Operations, Sales Operations, or GTM Strategy, with at least 5 years leading teams.
• A builder who stays hands-on: you've stood up or fundamentally rebuilt an ops function or capability, and on a lean team you're comfortable doing the work yourself, not just directing it.
• Strong command of CRM and GTM systems and how to architect, automate, and govern them at scale.
• A track record partnering with revenue-facing teams (Sales, Marketing, CS) on capacity planning, lead management, and conversion, not just system administration.
• Deep experience owning forecasting, pipeline frameworks, and revenue predictability, and partnering with Data and Finance on data integrity and attribution.
• Fluency with revenue and unit economics: how revenue decomposes into its underlying drivers and how those levers shape efficiency and growth.
• An AI-forward leader: experience applying modern AI/LLM tooling to operational work, and able to direct and govern the people who build it.
• Comfort with ambiguity and the ability to drive from strategy to execution, with communication that lands across altitude: as credible with frontline reps in the field as with the CRO and executive stakeholders.
• Nice to have: exposure to online marketplaces or multi-sided platforms; familiarity with HubSpot, Braze, and/or Zendesk; and exposure to data warehousing (e.g., Snowflake) and modern RevOps tooling.

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).

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