Director of Sales & Account Management

The Director of Marketplace (Sales & Account Management) is responsible for driving growth and performance across Roo’s veterinarian and veterinary technician network through sales-focused recruitment, engagement, and retention strategies. This leader owns the supply-side sales funnel, from outreach and conversion through activation and long-term satisfaction. Thus, ensuring a healthy, balanced marketplace and a world-class provider experience.

As both a sales strategist and operational leader, the Director sets the vision for how Roo attracts, converts, and retains top veterinary professionals. They lead multiple teams that execute on outbound and relationship-based sales motions, while building systems, processes, and culture that deliver measurable results.

This role partners closely with Operations, Finance, Product, and Marketing to align marketplace growth targets with company objectives, ensuring that supply performance fuels Roo’s broader revenue and market expansion goals.

• Lead and develop multiple supply-side sales and operations teams responsible for growing and engaging Roo’s veterinarian and technician network.
• Manage and coach sales leaders who oversee outreach, onboarding, scaling and retention to deliver consistent performance and accountability.
• Build a high-performing, metrics-driven organization centered on conversion, engagement, and long-term clinician satisfaction.
• Coach and mentor emerging leaders across the supply organization, fostering growth and readiness for expanded responsibility.
• Define performance frameworks, variable compensation plans, and development paths that reward achievement of supply growth targets.
• Establish clear team goals and incentive structures tied to revenue impact and provider acquisition success.
• Champion a culture of inclusion, ownership, and continuous improvement grounded in sales excellence and data-driven decision-making.
• Drive impact through Roo’s cross functional Squad Operating Model as a key functional contributor.

• Own the national supply strategy for veterinarians and technicians, ensuring Roo maintains balanced coverage and responsiveness to demand.
• Partner with Finance, Data and Sales Operations to forecast supply needs, market capacity, and fulfillment targets.
• Define and monitor KPIs across clinician engagement, activation, fulfillment, and retention.
• Identify supply gaps or operational bottlenecks and implement targeted interventions to optimize marketplace health.

• Design and refine scalable processes for provider onboarding, scheduling, credentialing, and engagement, integrating sales automation and CRM tools.
• Partner with Product and Engineering to define systems that support lead management, conversion tracking, and retention analytics.
• Continuously evaluate and improve workflows for speed, accuracy, and conversion impact.
• Evaluate current technician coordination workflows, ensuring consistency, quality, and measurable impact on fulfillment. Align these efforts with provider facing squads so the necessary tools are built out.

• Serve as the supply-side sales leader voice in cross-functional strategy and planning discussions, empower team members via squads to ensure the provider perspective is included in product evolution.
• Partner with Finance, Growth, and Marketing to align recruitment and engagement initiatives with company-level goals.
• Collaborate with Sales Operations and Product teams to forecast needs, design incentive models, and develop scalable systems supporting supply growth.
• Ensure supply-side insights and data directly inform strategic decision-making across Roo.

• 15+ years in a sales capacity, leading marketplace operations, clinician or labor supply management, or workforce logistics, ideally in animal healthcare, human healthcare or tech- enabled services.
• Proven success leading large distributed teams and managing managers.
• Expertise in data-driven strategy, workforce forecasting, and operational scaling.
• Strong collaboration and executive communication skills, with a track record of cross-functional impact.
• Deep understanding of provider recruitment, engagement, and retention dynamics.
• Passion for improving the lives of veterinary professionals through operational excellence and innovation following Roo’s mission statement.
• Ability to travel (~40% of role will include travel). 

• Veterinarian and technician supply consistently meets or exceeds fulfillment targets across active markets (above 50%)
• Align team’s efforts to core metrics and ensure on an individual level, team members show ownership over goal set and relevant dashboards
• Supply engagement and retention improve quarter over quarter in line with relevant company level OKRs
• Technician coordinator operations standardized and scaled with measurable efficiency gains via product solutions.
• Leadership bench strengthened through promotion and development of high-potential managers - IDP’s all in place.
• Sales operations, Finance, Product, and Marketing fully aligned to a shared supply-side growth model; supply forecasting embedded as a core part of Roo’s operating rhythm.

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). In addition to the base compensation there is a 40% variable, depending on performance.