Revenue Operations Analyst

Remote; San Francisco (CA); Remote; USD 90,000 - 130,000; Full time

Job summary

Roo is building the modern labor marketplace for veterinary care. We are hiring a Revenue Operations Analyst to design the Relief-to-Hire pipeline, own CRM, and move placement processes from chat and spreadsheets into a measurable, automated workflow.

You will set data standards, produce weekly scorecards, manage invoicing workflows, and help expand to Canada as Locum-to-Hire. If you’re data-driven with SQL, CRM admin experience, and cross-functional collaboration, join us.

Qualifications

• Experience in revenue or sales operations in marketplaces, staffing, SaaS.
• Strong SQL, spreadsheets, and BI tool experience.
• Hands-on CRM administration with HubSpot or Salesforce.
• Ability to translate messy processes into clear, actionable specs for engineers.
• Proven track record of changing team workflows with buy-in.
• Experience with cohort analysis and interpreting recent cohorts.
• Clear, concise writing skills.
• Familiarity with using AI to automate tasks.
• High agency and coachability.

Responsibilities

• Build and own the Relief-to-Hire pipeline in the CRM with stages matching the funnel.
• Set data standards: ensure each deal has an owner, a stage, and a next step.
• Link deals to hospitals and providers to trace revenue to its source.
• Retire manual tracking as the CRM takes over.
• Build weekly Relief-to-Hire scorecard and placement forecast.
• Identify stall points and quantify fixes for each step.
• Ensure revenue is attributed correctly across business units.
• Own automated placement invoicing with Platform and Finance.
• Write lifecycle automation requirements and measure outcomes.

Skills

SQL

Spreadsheets

BI tool

CRM admin

Tools

HubSpot

Salesforce

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 Roo

Roo is building the modern labor marketplace and operating system for veterinary care. We help hospitals reliably access great veterinary professionals and help veterinary professionals find flexible, meaningful work.

We're looking for a Revenue Operations Analyst to build the systems and reporting behind Relief-to-Hire, the Roo business that helps hospitals hire the veterinarians and technicians they met through relief shifts. You are accountable for one outcome: a placement pipeline the team trusts, that runs without manual chasing.

This is not a reporting-only role. Today much of the placement process runs through messages and spreadsheets. You will move it into a real pipeline with clear stages, automated handoffs and numbers everyone uses, so our Career Pathways managers spend their time closing placements instead of tracking them.

What You'll Own

Pipeline and CRM

• Build and own the Relief-to-Hire pipeline in our CRM, with stages that match the funnel: relief match, interest from one side, interest from both sides, closed placement.

• Set data standards so every deal has an owner, a stage and a next step.

• Keep one deal per hospital-provider pair, linked to both records, so revenue can be traced to its source.

• Retire manual tracking as the CRM takes over.

Reporting and Forecasting

• Build the weekly Relief-to-Hire scorecard and placement forecast.

• Find where deals stall and size what fixing each step is worth.

• Make sure placement revenue is attributed correctly across the business units that share it.

Invoicing and Automation

• Act as the business owner for automated placement invoicing, working with Platform and Finance.

• Write requirements for lifecycle and workflow automations, and measure whether each one worked.

Experiments and Expansion

• Set up and read tests on fees, terms and outreach, with the holdout defined before launch.

• Extend the same pipeline and reporting to Canada when the business launches there as Locum-to-Hire.

What Success Looks Like

In your first year, you will:

• Deliver one trusted Relief-to-Hire scorecard used in the weekly business review.

• Get every active placement deal tracked in the CRM, not in chat or spreadsheets.

• Help launch automated placement invoicing in the US, then Canada.

• Measurably reduce the time Career Pathways managers spend on manual updates.

What We're Looking For

• Experience in revenue operations, sales operations or business analytics at a marketplace, staffing, recruiting or SaaS company.

• Strong SQL and spreadsheet skills, and experience with a BI tool.

• Hands-on CRM administration experience, such as HubSpot or Salesforce.

• You turn a messy process into clear requirements that engineers and operators can act on.

• A record of changing a team's workflow with them, not to them.

• You understand why different deal types, such as veterinarian and technician placements, need different processes.

• Rigor with data. You check a surprising number against a second source before you share it.

• Experience with cohort analysis, including knowing when recent cohorts are too new to read.

• Clear, concise writing.

• Experience with recruiting or placement funnels is a plus.

• Fluency with AI as a way of working, including using it to automate your own work.

• High agency and coachability.

Why Roo

• Build the operating system for a business that is moving from manual to automated.

• See your work show up directly in revenue and in how the team spends its time.

• Join a company defining a new category in veterinary workforce flexibility.

• Partner closely with an ambitious leadership team that values first-principles thinking, ownership and continuous improvement.

While we are a remote first company, if you are based in San Francisco this will be a hybrid role.