Revenue Operations Analyst

Roo; United States; Hybrid; USD 90,000 - 155,000; Full time

Benefits offered by this job

Stipends for home office setup

Comprehensive health benefits

401K

Unlimited PTO

Parental leave

Travel opportunities

Job summary

Roo is seeking a Revenue Operations Analyst to build systems and reporting behind Relief-to-Hire. You will establish a reliable placement pipeline across hospitals and veterinary staff, shifting from ad-hoc tracking to a structured, automated process.

You will own CRM pipelines, data standards, weekly scorecards, and invoicing automation, enabling the Career Pathways team to close placements efficiently while expanding to Canada and beyond.

Qualifications

• Experience in revenue operations, sales operations or business analytics at a marketplace, staffing, recruiting or SaaS company.
• Strong SQL and spreadsheet skills; experience with a BI tool.
• Hands-on CRM administration experience (HubSpot or Salesforce).
• Translate messy processes into actionable requirements for engineers and operators.
• Proven track record changing team workflows with stakeholder buy-in.
• Understand why different deal types (veterinarian vs technician) need different processes.
• Data rigor; verify numbers against secondary sources.
• Experience with cohort analysis and knowing when cohorts are too new to read.
• Clear, concise writing.
• Recruiting or placement funnels experience is a plus.
• Fluency with AI to automate work.
• High initiative and coachability.

Responsibilities

• Build and own the Relief-to-Hire pipeline in the CRM with staged funnel.
• Set data standards: owner, stage, next step for every deal.
• Maintain one hospital-provider pair linkage to trace revenue sources.
• Phase out manual tracking as CRM takes over.

Skills

SQL

Spreadsheets

BI tools

CRM administration

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.

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.

$110,000 - $155,000 USD

$100,000 - $140,000 USD

$95,000 - $130,000 USD

Tier 4 Pay Range (examples: Minneapolis, Miami, Atlanta, Phoenix, Orlando, Las Vegas, Salt Lake City)

$90,000 - $125,000 USD

Tier 5 Pay Range (examples: Madison, Birmingham, San Antonio, Spokane, Toronto)

$85,000 - $115,000 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!

For permanent, full time employees, we offer:

• 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.

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Roo's Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

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