Head of Sales Operations

Zoom • San Jose, CA

11d • $184,300 - $403,200 • Hybrid

About The Position

You will design the strategy and systems powering Zoom's go-to-market execution. You will partner cross-functionally to build a data-driven operating model. You will transform how Zoom forecasts and grows. Our team powers the planning, analytics, and systems behind Zoom's revenue engine. We partner cross-functionally turning strategy into execution. We make growth predictable and scalable.

Requirements

• Demonstrate significant experience leading Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS or enterprise software environment.
• Apply deep expertise in revenue planning, coverage models, territory design, capacity planning, and quota setting to build scalable go-to-market frameworks.
• Build and manage forecasting models, pipeline analytics, deal inspection processes, and executive-level revenue visibility.
• Design and improve sales processes, CRM governance, operating rhythms, and rules of engagement across a complex revenue organization.
• Develop and operationalize sales compensation plans, incentive structures, commission rules, and performance tracking aligned to company strategy.
• Lead or partner closely with Customer Success Operations on renewals, adoption, churn analysis, account health, and risk scoring.
• Translate complex data into clear, actionable insights and recommendations for senior leadership, driving cross-functional alignment in a matrixed organization.

Nice To Haves

• Bring working knowledge of marketing funnel dynamics, lead management, pipeline generation, campaign attribution, and how AI and automation can improve revenue execution and seller productivity.

Responsibilities

• Leading end-to-end revenue planning — including annual planning, segmentation, territory design, capacity modeling, quota setting, and investment allocation — to translate company strategy into an executable go-to-market plan.
• Owning the forecasting operating model and pipeline analytics infrastructure, building disciplined processes that give leadership clear visibility into performance, risk, and opportunity.
• Driving Customer Success Operations including renewal models, churn analysis, account health scoring, adoption metrics, and expansion analytics to connect new business, retention, and customer value realization.
• Partnering with Sales, Finance, HR, Marketing, and Data & Automation teams to operationalize compensation plans, pipeline generation, funnel conversion, and AI-driven productivity improvements across the revenue organization.

Benefits

• As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed