Business Development Manager - ET at Roo

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 This is not a traditional sales role. You won't be pitching products or closing enterprise deals. You'll be building relationships with independent veterinary professionals — freelancers, relief vets, gig workers — and matchmaking them with the right hospitals to build their relief book of business. The sales skill here is in closing small, high-volume deals: getting a vet to say yes to a specific shift at a specific hospital that's a genuine fit for their skills, location, and availability. You'll work from data-informed workflows, manage a prospect pipeline in HubSpot, and execute structured outreach at volume. When a vet you matched requests and fills a shift within their first week on the platform, that's the win. In short: Be the bridge between veterinarians and the hospitals that need them — proactively matching vets to under-requested shifts, bringing new vets onto the platform, and deepening engagement through events — so more shifts get filled and Roo's marketplace delivers. Your Responsibilities • Drive regional growth through acquisition of new veterinarians and re-engagement of inactive users. • Build relationships with independent veterinarians to understand their preferences, availability, and goals. • Match veterinarians to relevant hospital shifts based on skill fit, geography, and timing. • Lead local recruitment and networking events (eg, CE dinners, happy hours) to drive awareness and engagement. • Execute high-volume outreach (phone, text, email, LinkedIn) using structured, data-driven workflows. • Manage and prioritize a prospect pipeline within HubSpot. • Drive fast activation by encouraging newly signed-up vets to request and fill shifts. • Use data and engagement signals to optimize outreach timing and conversion. • Continuously re-engage inactive veterinarians with relevant opportunities. What Success Looks Like • High volume of successful matches between vets and hospitals. • Consistent pipeline health and pipeline progress • Outreach is consistent, disciplined, and data-informed • You're a trusted resource for the vets in your market What You Bring: Required • 3+ years in sales, business development, recruiting, or field marketing with high-volume outbound outreach experience (phone, text, email, LinkedIn) • CRM fluency — you've managed pipelines, run sequences, and worked from dashboards in HubSpot, Salesforce, or similar • Comfort with data-informed workflows — you use reports and engagement signals to prioritize your day, not gut feel • Strong written and verbal communication — you can draft a compelling cold text or call and run a persuasive discovery conversation • Startup DNA — you're comfortable with ambiguity, iterate quickly, and wear multiple hats without waiting to be told what to do • Travel Requirement: 20–30% Preferred • Experience in the veterinary, healthcare, or staffing/marketplace industry • Demonstrated ability to build trust and relationships with independent professionals (freelancers, contractors, gig workers — not just enterprise buyers) • Familiarity with AI-assisted productivity tools (e.g., Claude, ChatGPT) for drafting outreach and managing workflows • Experience planning and executing local field events as an acquisition or engagement channel • Track record of exceeding outbound KPIs in a metrics-driven environment • Located in an ET time zone to ease travel logistics and optimize outreach times. Why Roo Roo is building the infrastructure that makes veterinary relief work actually work — for vets, for hospitals, and for the animals that depend on both. The BD team is at the center of that mission, directly responsible for ensuring meaningful impact — that shifts posted on the platform have a qualified, engaged provider ready to fill them. You'll join a team that's in active rebuild mode heading into Q2 2026 — with new tooling, refined playbooks, and a mandate to scale. If you're the kind of person who thrives on building systems and relationships in equal measure, who gets energy from a fast team moving toward a bold goal, and who wants their work to directly move the numbers that matter — this is the role. Please see below for compensation ranges based on our geographical tiering system recommended by external benchmark data (with example cities listed). Note - while cities outside of ET timezones are listed below, candidates located in these regions will not be prioritized - please apply to the other posting labeled with PT/MT instead. In addition to the base compensation there is a 15% variable compensation, based on performance. Note: We’ve recently been made aware of a job scam where scammers are posing as Roo employees and conducting fake text interviews. Please note that any communication from @lifeatroo.com is not legitimate. All official Roo communication will always come from @roo.vet. Exact compensation may vary based on skills, experience, and location. Tier 1 Pay Range (examples: San Francisco, NYC)$98,000—$125,000 USDTier 2 Pay Range (examples: LA, Boston, Seattle, DC, San Diego, Chicago)$88,000—$114,000 USDTier 3 Pay Range (examples: Austin, Dallas, Portland, Denver, Philadelphia, Baltimore, Sacramento)$83,000—$108,000 USDTier 4 Pay Range (examples: Minneapolis, Miami, Atlanta, Phoenix, Orlando, Las Vegas, Salt Lake City)$78,000—$100,000 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. Ready to join the Roo-volution?!