Go-To-Market Operations Lead

What you can expect
Lead and scale Zoom's end-to-end Demand to Land business process function—from demand generation through customer expansion. Drive process transformation by identifying inefficiencies, prioritizing improvements, and implementing scalable solutions across sales systems and workflows. Deliver measurable impact on pipeline quality, sales execution, and customer experience while shaping how our Go-To-Market organization operates.

About the Team
Our team owns the processes that power efficient scaling—from lead to renewal. We partner across Sales, Customer Success, IT, and Systems to design, govern, and continuously improve workflows. Our work directly impacts pipeline quality, forecast accuracy, and customer experience.

Responsibilities

• Owning and governing end-to-end Demand to Land processes including lead management, opportunity management, forecasting, quoting, pricing, approvals, order management, contract lifecycle, and expansion workflows

• Identifying process breakdowns and inefficiencies across the customer lifecycle by analyzing system behavior, user feedback, and performance data to surface root causes and prioritize improvements

• Leading process transformation initiatives by designing current-state and future-state workflows, building business cases, and implementing automation and AI solutions to reduce manual effort

• Partnering with IT and Systems teams to define requirements, scope enhancements, prioritize backlogs, and ensure alignment between process design and system capabilities across Salesforce and adjacent tools

• Enabling Go-To-Market teams by establishing best practices, producing documentation and training materials, and driving adoption of standardized processes across Sales, Customer Success, and Operations

What we’re looking for

• Bring 10+ years of experience in Revenue Operations, Go-To-Market Operations, or Business Process roles within a SaaS environment

• Demonstrate deep understanding of B2B sales motions, customer lifecycle management, and funnel optimization from demand through retention

• Show proven experience owning and transforming end-to-end Demand to Retention processes in a scaling organization

• Lead and manage teams effectively, including experience with globally distributed teams

• Apply deep working knowledge of Salesforce including core objects, workflows, approvals, reporting, and integrations

• Understand CPQ concepts including pricing, discounting, approvals, and deal structuring

• Communicate effectively with executive stakeholders, influence cross-functional partners, and manage complex initiatives independently

• Drive automation and AI-enabled process improvements to enhance efficiency and consistency

Salary Range or On Target Earnings:

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

At Zoom, we offer a window of at least 5 days for you to apply because we believe in giving you every opportunity. Below is the potential closing date, just in case you want to mark it on your calendar. We look forward to receiving your application!

Ways of Working
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.

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. Click Learn for more information.

About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment​

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.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.