Hybrid VP of Sales

at Roo

• Job title: VP of Sales
• Job type: Full Time
• Experience level: Lead
• Salary: $205,000 - $330,000 per year
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, San Francisco, United States

About the role

• VP of Sales leading growth and enhancing sales culture for Roo's veterinary staffing platform. Responsible for activating new hospitals and providers while growing volume through deepening engagement.

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.

Requirements

• 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.

Benefits

• 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.