Head of Sales Operations

What you can expect

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.

• 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.

• 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.

• 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.

Minimum: $

Maximum: $

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note:

Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure; there may be a different range for candidates in this and other locations.

Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

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. Click Learn for more information.

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.