Revenue Operations Manager

Zencargo; Poland; On-site; PLN 260,000 - 420,000; Full time

Job summary

Zencargo is recruiting a Revenue Operations leader in Poland. You will own the systems, data and processes powering the commercial organisation, reporting directly to the Chief Revenue Officer with full ownership from week one.

You will own Salesforce, establish the forecasting rhythm, manage lead flow and attribution, optimise the commercial tech stack, ensure data quality and maintain runbooks for every system.

Qualifications

• Extensive experience in Revenue Operations
• Deep Salesforce capability: model, automate, reports and dashboards
• Forecasting and pipeline reporting experience
• Comfortable being single point of ownership and saying no to reactive requests

Responsibilities

• Own Salesforce data model, objects, fields, flows, validation and provisioning
• Own forecasting rhythm and pipeline reporting across new business, expansion, contraction and churn
• Own lead flow and attribution from first touch through to closed won
• Own the commercial tech stack including cost, renewals, seat allocation and tech decisions
• Ensure data quality and a single source of truth for the commercial team
• Create and maintain runbooks and documentation for every commercial system

Skills

Revenue Operations

Salesforce

Forecasting

Ownership mindset

Tools

n8n

Make

Claude / AI tooling

Mailchimp

Apollo.io

Job description

Description

Department: Sales

Location: Poland

The role

Zencargo is a digital freight forwarder. Revenue Operations owns the systems, data and process the commercial organisation runs on, across marketing, sales, solutions, customer success and finance.

This is the person who owns that machine day to day. You will report directly to the Chief Revenue Officer, with no layer in between, which means unusual access and real ownership from week one.

What you will own

• Salesforce. You are the owner, not a user. Data model, objects and fields, flows and validation, reports and dashboards, permissions and provisioning
• The numbers. Forecasting rhythm and pipeline reporting across new business, expansion, contraction and churn
• Lead flow and attribution. From first touch through to closed won
• The commercial tech stack. Cost, renewals, seat allocation and the case for what stays and what goes
• Data quality. The standards, the enforcement at point of entry and the single source of truth the commercial team trusts
• Process and documentation. Runbooks, ownership and continuity for every commercial system, so nothing lives in one person\'s head

How we work

We expect AI and automation to be part of how you do the job, not a project you get to later.

• Recurring work gets automated, with an explicit answer to the question “when does a human stop doing this?”
• Reporting populates itself rather than being rebuilt by hand each cycle
• Data quality is enforced at the point of entry, not cleaned up afterwards
• Your judgement goes into the models and the exceptions, not the manual assembly

What the first six months look like

You inherit a documented function rather than archaeology. Every system has a runbook, a named owner and a continuity decision attached to it. You will not spend six months working out what exists.

Your first job is to take ownership of Salesforce and the reporting rhythm, then work through the tech stack with the CRO deciding what to keep, what to retire and what to rebuild.

If you have put AI into a working commercial process rather than only used it to draft, say so.

What we are looking for

• Extensive experience in Revenue Operations, Sales Operations or Marketing Operations
• Deep Salesforce capability. You can design the data model and build the automation, not just administer what exists
• You have owned forecasting or pipeline reporting that other people made decisions on
• Comfortable being the single point of ownership. Direct, organised, and willing to say no to reactive requests
• You automate your own work as a matter of habit

Nice to have

• Tooling. n8n, Make or equivalent workflow automation. Claude or equivalent AI tooling. Mailchimp or equivalent marketing automation. Apollo.io or equivalent sales intelligence. Google Workspace, including Apps Script
• Commissions. Experience running or building commission calculation
• Sector. Freight, logistics or supply chain
• Stage. A scaling business where the process did not exist yet