VP of Sales

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. 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 Veterinary is building the modern labor marketplace and operating system for veterinary care. We help hospitals reliably staff shifts and access great veterinary professionals, so care happens when it’s needed, without burning out teams. We’re hiring a VP of Sales to lead our efforts at building a high-performing sales organization and enhancing the sales culture of the company. Reporting directly to the CEO and serving as a key member of the management team, you’ll be accountable for growth on both sides of the marketplace, activating new hospitals and new providers (veterinarians and technicians) and growing volume through deepening provider engagement with Account Management programs. Key Responsibilities Own the integrated revenue strategy tied to company goals and unit economics. Design the coverage/territory/segment model across the revenue org (roles, handoffs, specialization, capacity). Allocate headcount and budget by ROI and constraints, maintaining a healthy cost of sales as you grow. Rebalance quickly when necessary. Build the operating cadence that makes forecast accuracy and quota attainment the default. Scale repeatable GTM playbooks across segments while preserving segment nuance. Build an enablement engine (messaging, objection handling, discovery, onboarding, ongoing coaching). Implement QA loops (call scoring, pipeline hygiene, deal reviews) with a clear iteration rhythm. Build a high-bar leadership bench and org design that scales (spans/layers/specialization). Set hiring rubrics and enforce the bar; build a coaching culture and accountability. Set performance standards and upgrade talent decisively—without destroying morale (consistent calibration, early underperformance plans, fast hard calls, keep top talent energized and growing). Own org-level capacity planning that maximizes ROI; drive org-wide clarity on definitions and leading indicators. Own the GTM systems architecture (CRM + tooling) with disciplined build-vs-buy judgment. Drive thoughtful automation that removes toil, enforces standards, and comes with real adoption plans. Align Product, Marketing, Finance, and Data around top revenue bets; secure resourcing for priorities and resolve tradeoffs quickly. Ensure opportunities are framed in a shared metrics backbone across functions—principled, not political. Lead major org/process/comp transformations while maintaining performance—protect the quarter while upgrading the machine. What You Bring Proven Sales Leadership: Marketplace sales experience (or B2B SMB & Mid-market - services with a quota-carrying motion. Executive Presence + Clarity: crisp communicator with board-ready narrative discipline; high-integrity, no-spin, credible variance explanations. Genius-Maker: known for developing strong team - hiring great talent, upgrading fairly and quickly, and building a coaching culture that lifts performance. Rigor: track record of building accurate forecasting, measured motions, clean pipelines and a systematic approach. Data + Unit Economics Orientation: comfortable tying decisions to metrics without losing the plot on growth. Cross-functional Leadership: strong partner to Product/Marketing/Finance/Data; you can resolve tradeoffs, earn trust, and drive alignment around shared metrics. 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): $255,000 USD - $330,000 USD Tier 2 Pay Range (examples: LA, Boston, Seattle, DC, San Diego, Chicago): $230,000 USD - $295,000 USD Tier 3 Pay Range (examples: Austin, Dallas, Portland, Denver, Philadelphia, Baltimore, Sacramento): $215,000 USD - $280,000 USD Tier 4 Pay Range (examples: Minneapolis, Miami, Atlanta, Phoenix, Orlando, Las Vegas, Salt Lake City): $205,000 USD - $265,000 USD Tier 5 Pay Range (examples: Madison, Birmingham, San Antonio, Spokane, Toronto): $190,000 USD - $250,000 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! 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. #J-18808-Ljbffr Roo